The role of mimicry on outcome distribution in computer-mediated negotiation

Abstract

This study on whether and how individuals can optimize negotiation outcomes by fostering positive emotions in a computer-mediated communication, without the verbal and nonverbal cues inherent in a face-to-face setting, is based on a sample of 76 graduate students. Grounded in social contagion and communication adaptation theories, this study finds evidence that linguistic mimicry does lead to more positive negotiation outcomes and that this relationship is mediated by feelings of rapport and liking evoked by the mimicker from the mimickee, but not trust. We discuss the theoretical and practical implications of our findings in the light of more and more parties rely on online negotiation platforms for negotiating today’s commercial transactions.