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

Article Abstract:

This article examines the facilitatory effects of visual perception of nonverbal behavior on conflict resolution and cooperation. Findings indicate that subjects engaged in simulated negotiations are able to resolve the conflict more efficiently and cooperate to create greater levels of mutual benefit when communicating face-to-face.

United States, Interpersonal communication, Negotiation, Negotiations, Social perception, Cooperativeness, Conflict (Psychology), Psychological conflict

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Social value orientations and the strategic use of fairness in ultimatum bargaining

Article Abstract:

Ultimate bargaining investigates whether bargainers are truly motivated to be fair, or whether they merely strategically use fairness as a means to increase their own outcomes. It is indicated that social value orientations play an important role in the strategic use of fairness, which is mainly displayed by proselfs.

Science & research, Social psychology, Self-interest, Self interest, Deals, Deals (Business), Social values

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Strategy and fairness in social decision making: sometimes it pays to be powerless

Article Abstract:

This study uses two psychological games to investigate the roles of fairness and strategy in the process of making social decisions. Findings indicate that games that involve a powerless participant evoke a need for fairness while games with two active participants involve greater strategic motivation.

Netherlands, Decision-making, Decision making, Fairness, Control (Psychology)

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