Naiveté and Cynicism in Negotiations and Other Competitive Contexts

摘要: A wealth of literature documents how the common failure to think about self-interests others contributes suboptimal outcomes. Yet sometimes, an excess cynicism appears lead us over-think actions and make negative attributions their motivations without sufficient cause. In process, we may miss opportunities that greater trust might capture. We review research on when people expect too little or much self-interest in intentions others, as contrasted with rational behavior. also discuss antecedents consequences these naive cynical errors, well some potential strategies buffer against effects achieve better outcomes competitive contexts.