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When Asking “What” and “How” Helps You Win: Mimicry of Interrogative Terms Facilitates Successful Online Negotiations

Kate Muir et al.

Negotiation and Conflict Management Research2020https://doi.org/10.1111/ncmr.12179article
AJG 1ABDC C
Weight
0.73

What the paper says

Abstract Strategic word mimicry during negotiations facilitates better outcomes. We explore mimicry of specific word categories and perceptions of rapport, trust, and liking as underlying mechanisms. Dyads took part in an online negotiation exercise in which word mimicry was manipulated: Participants were instructed to mimic each other’s words (both‐mimic), one participant mimicked the other (half‐mimic), or neither participant mimicked (neither‐mimic). When given a simple instruction to mimic their partner, participants mimicked both the style (personal pronouns, adverbs, linguistic style, interrogative terms) and the content (affiliation terms, power terms, and assents) of their partner’s messages. Mimicry was associated with greater joint and individual points gain and perceptions of rapport from the mimicked partner. Further, mimicry of interrogative terms (e.g., how, why) mediated positive effects of mimicry upon negotiation outcomes, suggesting the coordination of question asking between negotiators is an important strategy to create beneficial interactions and add value in negotiations.

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https://doi.org/https://doi.org/10.1111/ncmr.12179

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@article{kate2020,
  title        = {{When Asking “What” and “How” Helps You Win: Mimicry of Interrogative Terms Facilitates Successful Online Negotiations}},
  author       = {Kate Muir et al.},
  journal      = {Negotiation and Conflict Management Research},
  year         = {2020},
  doi          = {https://doi.org/https://doi.org/10.1111/ncmr.12179},
}

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Evidence weight

0.73

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.97 × 0.4 = 0.39
M · momentum0.80 × 0.15 = 0.12
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.