Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts.

@article{Drolet2000RapportIC,
  title={Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts.},
  author={A. Drolet and M. Morris},
  journal={Journal of Experimental Social Psychology},
  year={2000},
  volume={36},
  pages={26-50}
}
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-by-side (unable to see each other) in a simulated… Expand

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