Givers see individual differences : Harold H. Kelley and Anthony J. Stahelski, “The Inference of Intentions from Moves in the
Prisoner’s Dilemma Game,” Journal of Experimental Social Psychology 6 (1970): 401–419; see also Nancy L. Carter and J.
Mark Weber, “Not Pollyannas: Higher Generalized Trust Predicts Lie Detection Ability,” Social Psychological and Personality Science 1 (2010): 274-279.
Strangers and dating couples : William R. Fry, Ira J. Firestone, and David L. Williams, “Negotiation Process and Outcome of Stranger
Dyads and Dating Couples: Do Lovers Lose?” Basic and Applied Social Psychology 4 (1983): 1–16.
appeal to Rich’s self-interest : see E. Gil Clary, Mark Snyder, Robert D. Ridge, Peter K. Miene, and Julie A. Haugen, “Matching
Messages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism,” Journal of Applied Social Psychology 24 (1994): 1129–1149.
empathize at the bargaining table : Adam D. Galinsky, William W. Maddux, Debra Gilin, and Judith B. White, “Why It Pays to Get
Inside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy on Negotiation,” Psychological Science 19 (2008): 378–384.
cooperative when working with cooperative partners : Paul A. M. Van Lange, “The Pursuit of Joint Outcomes and Equality in
Outcomes: An Integrative Model of Social Value Orientation,” Journal of Personality and Social Psychology 77 (1999): 337–
349; see also Jennifer Chatman and Sigal Barsade, “Personality, Organizational Culture, and Cooperation: Evidence from a
Business Simulation,” Administrative Science Quarterly 40 (1995): 423–443.
tit for tat : Martin A. Nowak and Roger Highfield, SuperCooperators: Altruism, Evolution, and Why We Need Each Other to Succeed (New York: Free Press, 2011), 36.
