TITLE

KAMÉLEONOK A TÁRGYALÓASZTALNÁL- A VISELKEDÉS STRATÉGIAI CÉLÚ UTÁNZÁSÁNAK HATÁSAA TÁRGYALÁS EREDMÉNYESSÉGÉRE

AUTHOR(S)
Tünde, SIPOS
PUB. DATE
April 2013
SOURCE
Vezetéstudomány / Budapest Management Review;Apr2013, Vol. 44 Issue 4, p45
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The benefit of the strategic behavioral mimicry on the efficiency of the negotiation. The paper focuses on the phenomenon of „rapport“, examining how and under what conditions it developes in a natural way, what benefits it had during the course of human evolution and what advantages it can hold nowadays for negotiating parties. The paper also points out that rapport can be established in an „artificial way“, by conscious imitation the behavior of interaction partners. During this conscious behavioral mimicry, all benefits of the rapport are reserved for the parties where the mimicking party gains extra benefits while increasing the benefits of the other party as well. The study presents certain social psychological experiments built around bargaining situations where useful practical conclusions can be drawn for everyday negotiating practices.
ACCESSION #
87657910

 

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