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

By A. Drolet, Michael W. Morris. 2000

435 citations recorded by the source corpus.

Subfields: Safety Research, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/336e291572583c58c0209c3dd7d374ee0927dcad

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Safety Research

In Social Psychology

In Sociology and Political Science

Citations in the corpus

Creating Rapport with Virtual Agents (2007, background): “Numerous studies have demonstrated that, when established, rapport facilitates a wide range of social interactions including negotiations [2], management [3], psychotherapy [4], teaching [5] and caregiving [6].”
Do I Contribute More When I Trust More? Differential Effects of Cognition- and Affect-Based Trust (2006, positive): “These two bases of trust suggest that a person’s propensity to cooperate with another can be rooted in rational expectations about the other’s behaviour or in emotional rapport with that person (Drolet and Morris, 2000).”
Schmooze or Lose: Social Friction and Lubrication in E-Mail Negotiations (2000, methodology): “…with face-to-face conflict resolution found that synchrony of nonverbal displays between the two negotiators was the critical difference between the two conditions in accounting for the higher rate of high joint gain outcomes in the face-to-face condition (Drolet & Morris, 2000, Experiment 2).”
FROM THE HEAD AND THE HEART: LOCATING COGNITION- AND AFFECT-BASED TRUST IN MANAGERS' PROFESSIONAL NETWORKS (2008, background): “These processes of trusting differ experientially and have distinct antecedents and consequences (Drolet & Morris, 2000; Kramer, 1999; McAllister, 1995).”
The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. (2006, background): “For example, a non-emotional approach may impede the development of rapport and trust between negotiators ( Drolet & Morris, 2000 ).”
Guanxi vs networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs American managers (2009, background): “Trust can emerge either from an affective experience with the other person (Drolet & Morris, 2000; Lewis & Weigert, 1985; Rempel, Holmes, & Zanna, 1985) or from evidence of the other party’s competence and reliability (Butler, 1991; Cook & Wall, 1980; Zucker, 1986).”
Criminal versus HUMINT Interrogations: The Importance of Psychological Science to Improving Interrogative Practice (2010, positive): “Psychologists have identified skills and approaches that support rapport building (Hays, 2008), and i ts role has been acknowledged both by market negotiators (Drolet & Morris, 2000) and law enforcement interrogators (St-Yves, 2006).”
The Psychology of Rivalry: A Relationally Dependent Analysis of Competition (2010, background): “Similarly, researchers in the area of negotiations have shown that relationships and prior interactions can affect both negotiators' behaviors and outcomes (Curhan, Elfenbein, & Eisenkraft, 2009; Drolet & Morris, 2000; Thompson, Valley, & Kramer, 1995; Valley, Neale, & Mannix, 1995).”
Building and maintaining rapport in investigative interviews (2014, background): “Mirroring nonverbal behavior, speech rate, or linguistic patterns helps to establish both coordination and positivity in the interaction (Drolet & Morris, 2000).”
Telephone versus Face-to-Face Interviewing of National Probability Samples with Long Questionnaires: Comparisons of Respondent Satisficing and Social Desirability Response Bias (2003, background): “Furthermore, Drolet and Morris (2000) showed that face-to-face contact (as compared to aural contact only) improved cooperation on complex tasks, and this effect was mediated by rapport: face-to-face contact led participants to feel more “in synch” with each other, which led to improved…”
Mind-Reading and Metacognition: Narcissism, not Actual Competence, Predicts Self-Estimated Ability (2004, background): “Beyond perceptions and expectations, such partners could face increased difficulty in resolving conflicts because they may lack a mutual sense of rapport (e.g., Drolet & Morris, 2000).”