Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions

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This article provides a self-control analysis of mixed-motive interactions, including 2-person social dilemmas and bargaining encounters. We propose that mixed-motive interactions pose a self-control conflict between pursuing immediate benefits through competition and pursuing long-term benefits through cooperation. As such, anticipating high (vs. low) barriers to successful outcomes triggers counteractive self-control operations that increase cooperation, so long as people believe that by doing so they can influence others to reciprocate.