A protean approach to social influence: Dark Triad personalities and social influence tactics

To avoid detection, those high on Dark Triad traits (i.e., narcissism, psychopathy, and Machiavellianism) may adopt a protean approach to interpersonal influence. We show the Dark Triad traits correlate with a number of unique tactics of influence (Study 1; N=259). We show this protean approach was insensitive to differences in targets of manipulation (Study 2; N=296). When forced to choose one tactic to solve different adaptive problems, the Dark Triad traits were correlated with unique tactical choices (Study 3; N=268). We show these associations are generally robust to controlling for the Big Five and participants' sex (Study 1 and 2). We discuss the theoretical implications of these findings for both life history and cheater-detection theories. © 2011 Elsevier Ltd.