Group vs Individual Performance in Mixed-Motive Situations: Exploring an Inconsistency

Abstract Previous research has shown that groups, as compared to individuals, perform better on integrative bargaining tasks (Thompson, Peterson, & Brodt, 1996), but worse on dilemma tasks (i.e., the “discontinuity effect”; Schopler & Insko, 1992). After reaching agreement on either a cooperative or a competitive integrative bargaining task in one of three formats (three-person group vs three-person group, three-person group vs a single individual, and individual vs individual), participants were given the opportunity to either keep the agreement or defect within a prisoner's dilemma payoff structure. Groups earned more points than individuals in the bargaining task, but continued to show the discontinuity effect even in the cooperative condition. Results are interpreted in terms of shared motives for group defection, which differed depending on whether the opponent was an individual or a group.

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