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Chameleons bake bigger pies and take bigger pieces: strategic behavioral mimicry facilitates negotiation outcomes

[Zeitschriftenartikel]

Maddux, William W.; Mullen, Elizabeth; Galinsky, Adam

Zitationshinweis

Bitte beziehen Sie sich beim Zitieren dieses Dokumentes immer auf folgenden Persistent Identifier (PID):http://nbn-resolving.de/urn:nbn:de:0168-ssoar-215683

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Abstract Two experiments investigated the hypothesis that strategic behavioral mimicry can facilitate negotiation outcomes. Study 1 used an employment negotiation with multiple issues, and demonstrated that strategic behavioral mimicry facilitated outcomes at both the individual and dyadic levels: Negotiators who mimicked the mannerisms of their opponents both secured better individual outcomes, and their dyads as a whole also performed better when mimicking occurred compared to when it did not. Thus, mimickers created more value and then claimed most of that additional value for themselves, though not at the expense of their opponents. In Study 2, mimicry facilitated negotiators’ ability to uncover underlying compatible interests and increased the likelihood of obtaining a deal in a negotiation where a prima facie solution was not possible. Results from Study 2 also demonstrated that interpersonal trust mediated the relationship between mimicry and deal-making. Implications for our understanding of negotiation dynamics and interpersonal coordination are discussed.
Thesaurusschlagwörter negotiation; conflict mediation; decision making; social behavior
Klassifikation Sozialpsychologie
Freie Schlagwörter Mimicry; Negotiations; Conflict resolution; Interpersonal behavior; Decision-making; Automaticity
Sprache Dokument Englisch
Publikationsjahr 2008
Seitenangabe S. 461-468
Zeitschriftentitel Journal of Experimental Social Psychology, 44 (2008) 2
DOI http://dx.doi.org/10.1016/j.jesp.2007.02.003
Status Postprint; begutachtet (peer reviewed)
Lizenz PEER Licence Agreement (applicable only to documents from PEER project)
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