1. Cooperation and Competition
Chapter 5
5-1

2. Teamwork as a Mixed-Motive Situation
Mixed-Motive Situations
Cooperative and competitive situations simultaneously
Cooperation encouraged by:
Belief contributions are valuable
Belief others will act cooperatively
Group size
Trust
5-2

3. Why Are People in Teams Competitive?
Culture
Individualist
Example: United States
More competitive
Believe individual > group
Collectivist
Example: Japan
Combine cooperation and capitalism
Strong inside-outside perspective
5-3

4. Why Are People in Teams Competitive?
Personality
5-4

5. Why Are People in Teams Competitive?
Organizational Rewards
Performance evaluations
Unhealthy competition
Organizational resources
Managers model competition
5-5

6. Problems with Competition
Communication and Goal Confusion
Individual & group goals may conflict
Distrust  reduced communication
Intergroup Competition
Sherif (1966)
Social Identity Theory
In-group bias
Long run problems
Winning teams: ignore problems, stifle creativity
Losing teams: blame and scapegoat
5-6

7. Problems with Competition
When is Competition Appropriate?
Competition between organizations
Improves productivity
Competition within organizations
May be positive if jobs are independent
5-7

8. Benefits of and Problems With Cooperation
Benefits of Cooperation
All members are motivated
Supportive communication
Improved coordination, satisfaction, performance
Less tension and fewer conflicts
Greater cohesion
5-8

9. Benefits of and Problems with Cooperation
Conformity
Resistance to change and outside influence
Unhealthy Agreement
Abilene Paradox
Symptoms:
5-9

10. Benefits of and Problems With Cooperation
Competitive Versus Cooperative Rewards
Competitive
Motivate individual performance
Better for speed
Cooperative
Promote trust, cohesiveness, and mutual support
May improve accuracy but slow speed
Effective when coordinated effort is needed
May encourage social loafing
5-10

11. Application: Encouraging Cooperation
5-11

12. Application: Encouraging Cooperation
Common Goals
Superordinate goals
Rebuilding Trust and Communication
Trust
Cognitive and emotional
Communication
Constructive controversy
Negotiating Cooperation
Signal desire to act cooperatively
Respond in-kind to competitors’ moves
5-12

13. 5-13

14. 5-14

15. 5-15

16. Activity Continued
5-16