They do so because they either intend to exploit the other player's expected blue play or because they wish to protect themselves from the other's expected red play. Few players gain the maximum of 36 points each. From these attitudes different sequences of negotiating behaviour follow. 1 mark Playing blue if the other player plays blue can lead to win-win but as most people have red attitudes or fear red attitudes in others, they play red. 4 marks Win-win as a principled philosophy is not adequate as the sole guide to behaviour.
Intention alone is no guarantee of outcome.
Behaviour is conditioned by the behaviour of others. 2 marks Establishing a win-win relationship takes effort and time. People can learn to trust specific other people and to distrust the rest. Breaking out from lose-lose is costly and difficult. Merely knowing that it is better to be win-win is only helpful if you can find potential blue partners to change the game.