Individuals who calculate — like Clinton — seem liable to sell out when the price is right.
Research – including new work from our Human Cooperation Laboratory at Yale – suggests Trump may be successful precisely because of his hotheadedness and lack of carefully thought-out proposals.
Being seen as uncalculating can make people trust you.
Hillary Clinton is the opposite of hotheaded.
She is careful and calculating — which despite being a strong asset in actually carrying out the duties of public office has become a liability in her presidential campaign by undermining the public’s trust in her.
In a recent paper we found that if you take an action that people like, you come off as much more trustworthy if you decide to act without doing a careful cost-benefit analysis first: Individuals who calculate seem liable to sell out when the price is right.
What’s more the desire to appear trustworthy motivated participants to act without too much forethought.
Our research didn’t focus on perceptions of politicians but rather looked at behavior in a more abstract context.
We conducted a series of experiments involving economic decisions between anonymous strangers on the internet.
Our goal was to create a scenario that would capture the classic trade-off between self-interest and helping others. T
his is something that comes up in a lot in politics but also in all sorts of social interactions – such as in our relationships with friends – coworkers and lovers.
Our experiments occur in two stages – with participants assigned to specific roles.