Measured but Not Induced Perspective-taking Predicts Success in Coalition Formation.

Abstract

Reducing CO₂ emissions in the transport sector is a societal challenge that requires collaboration, such as sharing cargo space to reduce truck usage. Yet, such collaboration remains rare due to self-interest. A recent study using a game simulating transport collaboration showed that measured perspective-taking (focusing on others) predicted greater inclusion in collaborations and higher earnings. In two experiments (N = 1,446), we experimentally induced perspective-taking for one party before the negotiation to test for comparable effects. While both experiments replicated the effects of measured perspective-taking in behaviors conducive to CO₂ reduction (proposing larger coalitions and making more other-serving offers), neither replicated the economic benefits. This suggests that while both measured and induced perspective-taking influence coalition behavior similarly, only measured perspective-taking predicts favorable economic outcomes. Further analyses showed that experimentally inducing perspective-taking only leads to beneficial outcomes if participants actively engage in it. Potential explanations for this discrepancy are discussed.