International Journal of Conflict Management

Purpose – This paper aims to focus on a little studied but important type of conflict, zero-sum situations. These conflicts are less likely to take place than those in which participants can come to an integrative agreement, but knowing how to best strategize for zero-sum conflicts can lead to better outcomes in these situations.

Design/methodology/approach – Participants in the study utilized two specific strategies – purposive or contingent – in a rock-paper-scissors elimination tournament. The use of the strategy and the outcome were measured in a controlled setting.

Findings – Results demonstrate that using a strategy in a win-lose conflict situation significantly predicts success. Further, competitive individuals are more likely to utilize strategies than other personality types.

Originality/value – This paper builds on the theory that individuals in conflict situations have preferences, pursue goals, and behave purposefully. In particular, the paper studies the antecedents to strategies employed in a conflict situation and that strategy's effect on the outcome.