The dark side of rapport / Sandy Jap in Management science, Vol. 57 N° 9 (Septembre 2011)  

Public ISBD [article]  inManagement science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1610-1622 Titre : The dark side of rapport : Agent misbehavior face-to-face and online Type de document : texte imprimé Auteurs : Sandy Jap, Auteur ; Diana C. Robertson, Auteur ; Ryan Hamilton, Auteur Année de publication : 2011 Article en page(s) : pp. 1610-1622 Note générale : Management Langues : Anglais (eng) Mots-clés : Buyer–seller interactions Misbehavior Unethical behavior Rapport Emotion Online media Lying Misleading Overpromising Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : 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 impasse settings, where conflict between negotiators' core needs means that a successful deal can only be reached when one or both parties acts unethically or “misbehaves,” for example, by lying to the negotiation partner. In a series of three experiments, we find that negotiators who have a high level of rapport are more likely to behave unethically than are negotiators who have a low level of rapport. We find this effect holds both when high rapport results from the way in which negotiations are conducted (face-to-face versus computer mediated) and also when rapport is established through a brief rapport-building exercise before negotiations begin. Finally, we find that the negative effects (unethical behavior)—but not the positive effects (satisfaction with the negotiation, trust, and willingness to work in the future with the negotiation partner)—of high rapport are reduced when negotiators are given a simple reminder before negotiations begin that one's actions can have long-term repercussions for one's reputation. Taken together, this research supports the idea that, despite its several advantages, in certain situations rapport has a dark side, of which negotiators must be wary. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] The dark side of rapport : Agent misbehavior face-to-face and online [texte imprimé] / Sandy Jap, Auteur ; Diana C. Robertson, Auteur ; Ryan Hamilton, Auteur . - 2011 . - pp. 1610-1622. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1610-1622 Mots-clés : Buyer–seller interactions Misbehavior Unethical behavior Rapport Emotion Online media Lying Misleading Overpromising Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : 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 impasse settings, where conflict between negotiators' core needs means that a successful deal can only be reached when one or both parties acts unethically or “misbehaves,” for example, by lying to the negotiation partner. In a series of three experiments, we find that negotiators who have a high level of rapport are more likely to behave unethically than are negotiators who have a low level of rapport. We find this effect holds both when high rapport results from the way in which negotiations are conducted (face-to-face versus computer mediated) and also when rapport is established through a brief rapport-building exercise before negotiations begin. Finally, we find that the negative effects (unethical behavior)—but not the positive effects (satisfaction with the negotiation, trust, and willingness to work in the future with the negotiation partner)—of high rapport are reduced when negotiators are given a simple reminder before negotiations begin that one's actions can have long-term repercussions for one's reputation. Taken together, this research supports the idea that, despite its several advantages, in certain situations rapport has a dark side, of which negotiators must be wary. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

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