Imitation in mediation: Effects of the duration of mimicry on reaching agreement

Main Article Content

Jacques Fischer-Lokou
Nicolas Guéguen
Lubomir Lamy
Angélique Martin
Andrea Bullock
Cite this article:  Fischer-Lokou, J., Guéguen, N., Lamy, L., Martin, A., & Bullock, A. (2014). Imitation in mediation: Effects of the duration of mimicry on reaching agreement. Social Behavior and Personality: An international journal, 42(2), 189-196.


Abstract
Full Text
References
Tables and Figures
Acknowledgments
Author Contact

We conducted 2 experiments (N = 180 participants in Study 1 and N = 102 in Study 2) to examine the effect of imitation shown by a mediator towards negotiators who were on opposing sides in regard to a financial decision being made by a fictitious company. Contrary to what was expected, data in the first study showed that, when the mediator imitated the negotiator during the first 5 minutes of an interview, this was insufficient to predispose negotiators to be more likely to reach an agreement with one another. The results in the second study showed that imitation conducted over a longer time and repeated more often during negotiations predisposed opposing parties to be more likely to agree with one another. Applications and limitations of these studies are discussed.

Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.

Article Details

© 2014 Scientific Journal Publishers Limited. All Rights Reserved.