Machiavelli Entered the Game: Distinct Relations of Machiavellianism Facets With Exploitation in Economic Game Paradigms

Research indicates that individuals high in the antagonistic personality trait of Machiavellianism tend to endorse deceptive, self-serving behaviors. Compelling evidence exists, however, indicating that situational affordances influence Machiavellian tendencies. Furthermore, past studies predominantly focused on overall Machiavellianism, but the construct is arguably multidimensional. Two studies ( N s = 1,416 and 723) examined the roles of Machiavellian approach (reflecting the willingness to employ aversive means for personal gain) and Machiavellian avoidance (reflecting distrust and sensitivity to threat) for the proposal of offers in the dictator and ultimatum games. In Study 1, Machiavellian approach was related to less egotism and more strategic giving when rejection of the proposed offer was possible (i.e., the ultimatum game) compared to the setting in which rejection of the proposed offer was not possible (i.e., the dictator game). Study 2 confirmed stronger negative associations of Machiavellian approach with charitability and a social value orientation, compared to respective links of Machiavellian avoidance. These findings emphasize that different facets of Machiavellianism manifest differently in terms of exploitative tendencies and thus underscore the necessity to treat Machiavellianism as a multidimensional construct.