Fast acquisition of cooperation and trust: A two-stage view of trusting behavior.

Trustful behavior was defined in terms of the consecutive numbers of matching-to-sample problems worth money that each subject worked during sessions that ended in an equitable distribution. Two stages of acquisition are inherent in this definition; the first stage requires acquisition of an equitable method of distributing reinforcers (cooperation) to show that the within-session deviations (trust) from equity that develop during the second stage are temporary and are not part of an inequitable method of distributing reinforcers. Previous research has indicated that a contingency to trust is necessary to override the aversiveness of the inequity inherent in trusting and to produce consistent and maximal trust (half of the problems worked consecutively by each subject). The present experiment examined such a contingency. The trust contingency was an increased requirement for changing the direction of problem allocation. Only the subject who had been allocated a problem could change that allocation, by pulling a lever 45 or more times. On the other hand, no separate responses were required to allow the person who worked the last problem to also work the next one (passive trust). Hence, giving a problem was the only way to increase the distribution of problems to the other person and hence prevent oneself from receiving all of the reinforcers. All eight pairs of subjects cooperated from the outset. Trusting behavior developed for all four pairs exposed to the contingency to trust and expanded to maximal levels by the second session for three of the four pairs.