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Visual access was manipulated to assess its effect on the ability of high, low, and mixed Machiavellian bargaining pairs to discover mutually advantageous solutions on a bargaining task. Thirty-six dyads, twelve of each type, bargained either face to face or with a visual barrier between them. Visual contact interfered with the discovery of jointly profitable solutions in the high-low Mach pairs, but had no effect on other dyad combinations. It was argued that the personality dynamics of high-low Mach dyads made them particularly vulnerable to low joint bargaining outcomes in face to face negotiation.

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A simulated price war between two competing gas stations provided the context to assess the effects on de‐escalation of the subject's financial shortage, the competitor's financial shortage, and a message from the competitor conveying a non‐exploitative intent. Subject shortages encouraged gasoline price increases (de‐escalation) and competitor shortages encouraged price decreases (escalation). Subjects who were suffering a financial shortage rated their competitor as less likely to cooperate and more likely to exploit them than those who were not. Results were discussed in terms of a simplification of Pruitt and Kimmel's (1977) goal‐expectation hypothesis. One possible explanation for our results is that subjects make a comparison of relative strength before choosing either to de‐escalate or escalate.