Addressing climate change with behavioral science: A global intervention tournament in 63 countries

Effectively reducing climate change requires marked, global behavior change. However, it is unclear which strategies are most likely to motivate people to change their climate beliefs and behaviors. Here, we tested 11 expert-crowdsourced interventions on four climate mitigation outcomes: beliefs, policy support, information sharing intention, and an effortful tree-planting behavioral task. Across 59,440 participants from 63 countries, the interventions' effectiveness was small, largely limited to nonclimate skeptics, and differed across outcomes: Beliefs were strengthened mostly by decreasing psychological distance (by 2.3%), policy support by writing a letter to a future-generation member (2.6%), information sharing by negative emotion induction (12.1%), and no intervention increased the more effortful behavior-several interventions even reduced tree planting. Last, the effects of each intervention differed depending on people's initial climate beliefs. These findings suggest that the impact of behavioral climate interventions varies across audiences and target behaviors.

Tipping points ahead? How laypeople respond to linear versus nonlinear climate change predictions

We investigate whether communication strategies that portray climate change as a nonlinear phenomenon provoke increases in laypeople's climate change risk perceptions. In a high-powered, preregistered online experiment, participants were exposed to linear or nonlinear predictions of future temperature increases that would be expected if global greenhouse gas emissions were not reduced. We hypothesized that the type of climate change portrayal would impact perceptions of qualitative risk characteristics (catastrophic potential, controllability of consequences) which would, in turn, affect laypeople's holistic risk perceptions. The results of the study indicate that the type of climate change portrayal did not affect perceptions of risk or other social-cognitive variables such as efficacy beliefs. While participants who were exposed to a nonlinear portrayal of climate change perceived abrupt changes in the climate system as more likely, they did not perceive the consequences of climate change as less controllable or more catastrophic. Notably, however, participants who had been exposed to a linear or nonlinear portrayal of climate change were willing to donate more money to environmental organizations than participants who had not been presented with a climate-related message. Limitations of the present study and directions for future research are discussed.

Conflict Strength: Measuring the Tension Between Cooperative and Competitive Incentives in Experimental Negotiation Tasks

Conflict management scholars study mixed-motive negotiation situations with cooperative and competitive incentives predominantly through multi-issue negotiation tasks in experimental studies. Intriguingly, experimenters currently lack an objective, generalizable, and continuous measure that precisely quantifies the incentives underlying these negotiation tasks. We present the conflict strength coefficient, which enables scholars to systematically quantify the incentive structures in these multi-issue negotiation tasks. By making the incentive structures accessible and numerically comparable, the conflict strength coefficient provides new insights into the central element of the experimental study of negotiation and conflict management, unmasks differences across existing tasks, facilitates research transparency, knowledge sharing, and open science practices. We demonstrate the coefficient’s benefits by providing a hands-on example from past research, by reviewing and quantitatively assessing the current literature, and by mapping conflict strength coefficients for the negotiation and conflict management research landscape and its subareas. Our analysis suggests that the conflict strength coefficient can enrich the understanding of cooperative and competitive incentives in the established tasks and directly guide and support an individual scholar’s process of knowledge creation. The conflict strength coefficient provides a methodological contribution to the experimental study of conflict management and negotiation with immediate benefits for the production of scientific knowledge, the experimental study of real-world phenomena, and theory development.

Resolving Conflicts Between People and Over Time in the Transformation Toward Sustainability: A Framework of Interdependent Conflicts

Transformative and mutually beneficial solutions require decision-makers to reconcile present- and future interests (i.e., intrapersonal conflicts over time) and to align them with those of other decision-makers (i.e., interpersonal conflicts between people). Despite the natural co-occurrence of intrapersonal and interpersonal conflicts in the transformation toward sustainability, both types of conflicts have been studied predominantly in isolation. In this conceptual article, we breathe new life into the traditional dialog between individual decision-making and negotiation research and address critical psychological barriers to the transformation toward sustainability. In particular, we argue that research on intrapersonal and interpersonal conflicts should be tightly integrated to provide a richer understanding of the interplay between these conflicts. We propose a novel, unifying framework of interdependent conflicts that systematically structures this interplay, and we analyze how complex interdependencies between the social (i.e., conflict between decision-makers) and temporal (i.e., conflict within a decision-maker) dimensions pose fundamental psychological barriers to mutually beneficial solutions. Since challenges to conflict resolution in the transformation toward sustainability emerge not only between individual decision-makers but also frequently between groups of decision-makers, we scale the framework up to the level of social groups and thereby provide an interdependent-conflicts perspective on the interplay between intra- and intergenerational conflicts. Overall, we propose simple, testable propositions, identify intervention approaches, and apply them to transition management. By analyzing the challenges faced by negotiating parties during interdependent conflicts and highlighting potential intervention approaches, we contribute to the transformation toward sustainability. Finally, we discuss implications of the framework and point to avenues for future research.

Open to offers, but resisting requests: How the framing of anchors affects motivation and negotiated outcomes

Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations differs in significant ways from standard decision-making contexts. Our research begins with the premise that first proposals can be framed as either an offer of resources (e.g., I am offering my A for your B) that highlights gains versus a request for resources (e.g., I am requesting your B for my A) that highlights losses to a responder. We propose that this framing would affect the concession aversion of responders and ultimately the negotiated outcomes. We predicted that when a first proposal is framed as an offer, the well-documented anchoring and first-mover advantage effect would emerge because offers do not create high levels of concession aversion. In contrast, because requests highlight what the responder has to give up, we predicted that opening requests would produce concession aversion and eliminate and even reverse the first-mover advantage. Across 5 experiments, the classic first-mover advantage in negotiations was moderated by the framing of proposals because anchor framing affected concession aversion. The studies highlight how motivational forces (i.e., concession aversion) play an important role in producing anchoring effects, which has been predominantly viewed through a purely cognitive lens. Overall, the findings highlight when and how motivational processes play a key role in both judgmental heuristics and mixed-motive decision-making. (PsycInfo Database Record (c) 2020 APA, all rights reserved).

Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes

Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources-both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3-5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources.