Cooperation and
Competition
Chapter 5
5-1
Teamwork as a Mixed-Motive
Situation

Mixed-Motive Situations
 Cooperative
and competitive situations
simultaneously
 Cooperation
encouraged by:
Belief contributions are valuable
 Belief others will act cooperatively
 Group size
 Trust

5-2
Why Are People in Teams
Competitive?

Culture
 Individualist
Example: United States
 More competitive
 Believe individual > group

 Collectivist
Example: Japan
 Combine cooperation and capitalism
 Strong inside-outside perspective

5-3
Why Are People in Teams
Competitive?
 Personality
5-4
Why Are People in Teams
Competitive?

Organizational Rewards
 Performance
 Unhealthy

evaluations
competition
Organizational resources
 Managers
model competition
5-5
Problems with Competition

Communication and Goal Confusion
 Individual
& group goals may conflict
 Distrust  reduced communication

Intergroup Competition
 Sherif
(1966)
 Social Identity Theory

In-group bias
 Long
run problems
Winning teams: ignore problems, stifle creativity
 Losing teams: blame and scapegoat

5-6
Problems with Competition

When is Competition Appropriate?
 Competition

Improves productivity
 Competition

between organizations
within organizations
May be positive if jobs are independent
5-7
Benefits of and Problems With
Cooperation

Benefits of Cooperation
 All
members are motivated
 Supportive communication
 Improved coordination, satisfaction, performance
 Less tension and fewer conflicts
 Greater cohesion
5-8
Benefits of and Problems with
Cooperation

Problems with Cooperation
 Conformity

Resistance to change and outside influence
 Unhealthy
Agreement
Abilene Paradox
 Symptoms:

5-9
Benefits of and Problems With
Cooperation

Competitive Versus Cooperative Rewards
 Competitive
Motivate individual performance
 Better for speed

 Cooperative
Promote trust, cohesiveness, and mutual support
 May improve accuracy but slow speed
 Effective when coordinated effort is needed
 May encourage social loafing

5-10
Application: Encouraging Cooperation
5-11
Application: Encouraging Cooperation

Common Goals
 Superordinate

goals
Rebuilding Trust and Communication
 Trust

Cognitive and emotional
 Communication


Constructive controversy
Negotiating Cooperation
 Signal
desire to act cooperatively
 Respond in-kind to competitors’ moves
5-12
5-13
5-14
5-15
Activity Continued
5-16