Jap, Sandy; Robertson, Diana C.; Hamilton, Ryan - In: Management Science 57 (2011) 9, pp. 1610-1622
A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are … high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport … generally has been found to have positive effects in standard negotiation settings, we investigate the effects of rapport in …