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. 1 mark Examples of red and blue behaviours to illustrate the point that the dilemma of trust leads to red play but that blue play can be introduced to train the other negotiators in the better deals that are possible if they change their behaviour attract marks. References to the red-blue game should also should not be marked generously. Only sufficient exposition of the red-blue game is required to demonstrate that students understand its main conclusions about choices of behaviour.