1. Disentangling Two Explanations for Biased Information Exchange in Mixed-Motive Decision-Making Groups Gwen M. Wittenbaum Christine Gockel Amber Raile Michigan State University Andrea B. Hollingshead University of SOUTHERN CALIFORNIA CALIFORNIA

2. Features of Context What Information Is Mentioned Group Decision Quality INPUTPROCESSOUTPUT Info & distribution Group task Group composition Member qualities Temporal features Discussion procedures Amount of unshared relative to shared information Discovery of Hidden Profile Framework for Hidden Profile Paradigm Wittenbaum, Hollingshead, & Botero (2004)

3. Motivated Information Sharing Framework Wittenbaum, Hollingshead, & Botero (2004) Features of Context Member Goals Group Decision Quality To Whom Information Is Mentioned What Information Is Mentioned How Information Is Mentioned TASK Member Influence INPUTS PROCESSES Member Relations SOCIAL OUTPUTS

4. Empirical Evidence Experiment 1: Mixed-motive group decisions How do members of mixed-motive decision- making groups share information? Experiment 2a: Anticipated group decision Biased cognition or strategic communication?

5. Experiment 1: Info Distribution Shared Info: Drug A (1+, 1-); Drug B (1+, 1-); Drug C (1+, 1-) Unshared Info: Drug A (3+, 1-) Drug B (1+, 1-) Drug C (1+, 1-) Unshared Info: Drug A (1+, 1-) Drug B (1+, 1-) Drug C (3+, 1-) Drug A AdvocateDrug B AdvocateDrug C Advocate Unshared Info: Drug A (1+, 1-) Drug B (3+, 1-) Drug C (1+, 1-)

6. Exp 1: Preference Congruent & Incongruent Information Shared Info: Drug A (1+, 1-); Drug B (1+, 1-); Drug C (1+, 1-) Drug B Advocate Unshared Info: Drug A (1+, 1-) Drug B (3+, 1-) Drug C (1+, 1-) Preference- Congruent Information Preference- Incongruent Information

7. Experiment 1: Strategic Sharing Are members strategic in WHAT info they mention?

8. Experiment 1 Summary Strategic information sharing in mixed-motive decision-making groups Members favor unshared information. Members favor preference-congruent information. Next step Biased cognition or strategic communication? Separate preferences and incentives.

9. Experiment 2a: Congruent Members Shared Info: Drug A (1+, 1-); Drug B (1+, 1-); Drug C (1+, 1-) Unshared Info: Drug A (4+, 1-) Drug B (1+, 2-) Drug C (1+, 2-) Unshared Info: Drug A (1+, 2-) Drug B (1+, 2-) Drug C (4+, 1-) Drug A Drug B Drug C Unshared Info: Drug A (1+, 2-) Drug B (4+, 1-) Drug C (1+, 2-) I like: I get $ for:

10. Experiment 2a: Incongruent Members Shared Info: Drug A (1+, 1-); Drug B (1+, 1-); Drug C (1+, 1-) Unshared Info: Drug A (4+, 1-) Drug B (1+, 2-) Drug C (1+, 2-) Unshared Info: Drug A (1+, 2-) Drug B (1+, 2-) Drug C (4+, 1-) Drug A Drug B (or C) Drug B Drug C (or A) Drug C Drug A (or B) Unshared Info: Drug A (1+, 2-) Drug B (4+, 1-) Drug C (1+, 2-) I like: I get $ for:

11. Experiment 2a: Procedure STEP 1: Instructions STEP 2: Drug Info & Pref 1 CONGRUENTINCONGRUENT “I like Drug B” STEP 3: Evaluation STEP 4: Incentive“I get $ for Drug B”“I get $ for Drug A” Identify pieces of info planned for communicationSTEP 5: Plan STEP 6: Preference 2“I like Drug B” Anticipate group decision (choose best drug) Evaluate each piece of information.

12. Experiment 2a: Congruent Members STEP 3: EVALUATIONSTEP 5: PLAN

13. Experiment 2a: Incongruent Members STEP 5: PLANSTEP 3: EVALUATION

14. Experiment 2a: Incongruent Members STEP 5: PLANSTEP 3: EVALUATION

15. Experiment 2a Summary Biased Cognition or Strategic Communication? Incongruent members: cognitively favored different information than they planned to communicate. Members developed a communication strategy, but… Next steps Do members spontaneously develop a communication plan? How do congruent and incongruent members actually share information during interaction?

16. Experiment 2b: Procedure STEP 1: Instructions STEP 2: Drug Info & Pref 1 CONGRUENTINCONGRUENT “I like Drug B” STEP 3: Evaluation STEP 4: Incentive“I get $ for Drug B”“I get $ for Drug A” Recall information from the Drug ProfilesSTEP 5: Recall STEP 6: Preference 2“I like Drug B” Anticipate group decision (choose best drug) Evaluate each piece of information.

17. Experiment 2a Summary Biased Cognition or Strategic Communication? Incongruent members: cognitively favored different information than they planned to communicate. Members developed a communication strategy, but… Next steps… Do members spontaneously develop a communication plan? How do congruent and incongruent members actually share information during interaction?

18. Experiment 3: Decision-Making Dyads Congruent Member I like: Drug A I get $ for: Drug A Incongruent Member I like: Drug C I get $ for: Drug B