Scissors cut paper: purposive and contingent strategies in a conflict situation

Abstract

PurposeThis paper aims to focus on a little studied but important type of conflict, zero‐sum situations. These conflicts are less likely to take place than those in which participants can come to an integrative agreement, but knowing how to best strategize for zero‐sum conflicts can lead to better outcomes in these situations.Design/methodology/approachParticipants in the study utilized two specific strategies – purposive or contingent – in a rock‐paper‐scissors elimination tournament. The use of the strategy and the outcome were measured in a controlled setting.FindingsResults demonstrate that using a strategy in a win‐lose conflict situation significantly predicts success. Further, competitive individuals are more likely to utilize strategies than other personality types.Originality/valueThis paper builds on the theory that individuals in conflict situations have preferences, pursue goals, and behave purposefully. In particular, the paper studies the antecedents to strategies employed in a conflict situation and that strategy's effect on the outcome.