Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts
Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts
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DOI：
10.1006/jesp.1999.1395
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发表时间：
2000-01-01
影响因子：
3.5
通讯作者：
Morris, MW
中科院分区：
文献类型：
--
作者：
Drolet, AL;Morris, MW
我们提出，面对面的接触促进融洽关系的发展，从而有助于谈判者在混合动机冲突中就互利的解决方案进行协调。具体而言，我们研究在合作的氛围中，谈判者对彼此非言语行为的视觉接触是否会促进一种融洽的二元关系状态，从而促进相互合作。实验1在一次模拟的罢工谈判中，操纵谈判者是面对面还是并排（无法看到对方）。面对面的组合更有可能在罢工早期就达成和解，从而获得更高的共同收益。关于面对面接触的预期效应的另一种解释未得到支持。实验2操纵之前不相识的谈判者在分开去进行一场结构类似于囚徒困境博弈的冲突之前，是面对面交谈还是通过电话交谈。面对面的组合更有可能在高共同收益的结果上达成协调。面对面接触的促进作用通过一种二元融洽关系的测量在统计上得到了中介。结果不支持基于个体层面的积极情感或对对手的预期的其他解释。最后我们讨论了情感和二元层面的过程在冲突解决的社会心理学模型中的作用。（C）2000学术出版社
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 strike negotiation, Face-to-face dyads were more likely to coordinate on a settlement early in the strike, resulting in higher joint gains. An alternative interpretation in terms of an anticipatory effect of face-to-face contact was nut supported. Experiment 2 manipulated whether previously unacquainted negotiators conversed face-to-face or by telephone before separating to play a conflict Same with the structure of a Prisoner's Dilemma game. Face-to-face dyads were more likely to coordinate on high joint gain outcomes. The facilitatory effect of face-to-face contact was statistically mediated by a measure of dyadic rapport. Results did not support alternative interpretations based on individual-level positive affect or expectations about opponents. We conclude with a discussion of the role of affective and dyad-level processes in social psychological models of conflict resolution. (C) 2000 Academic Press.