Rapport in Conflict Resolution : Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts

@inproceedings{Drolet1999RapportIC,
  title={Rapport in Conflict Resolution : Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts},
  author={Aimee L. Drolet and Michael W. Morris},
  year={1999}
}
We propose that face-to-face contact fosters the development of rapport and thereby helps negotiators coordinate on mutually beneficial settlements in mixed-motive conflicts. Specifically, we investigate whether, in a cooperative climate, negotiators’ visual access to each other’s nonverbal behavior fosters a dyadic state of rapport that facilitates mutual cooperation. Experiment 1 manipulated whether negotiators stood face-to-face or side-byside (unable to see each other) in a simulated strike… CONTINUE READING

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