Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes

By William W Maddux, Elizabeth Mullen, Adam D. Galinsky. 2007

250 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/ada7f3904f6eea8c4c91cab7a6523a41bcb512ce

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In Social Psychology

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Citations in the corpus

Building and maintaining rapport in investigative interviews (2014, background): “In negotiation and social dilemma exercises, mimicry was found to improve trust (Maddux, Mullen, & Galinsky, 2008; Niederhoffer & Pennebaker, 2002; Scissors, Gill, & Gergle, 2008).”
A recipe for friendship: Similar food consumption promotes trust and cooperation (2017, unknown): “…increases helping and pro-sociality (Stel, van Baaren, & Vonk, 2008; van Baaren, Holland, Kawakami, & van Knippenberg, 2004), interpersonal trust (Maddux, Mullen, & Galinsky, 2008; Swaab, Maddux, & Sinaceur, 2011), and compliance with a salesperson's recommendations (Jacob, Guéguen, Martin, &…”
Why It Pays to Get Inside the Head of Your Opponent (2008, result): “However, this result is consistent with recent research showing the importance of the buyer’s role in soliciting information in this gas-station negotiation (Maddux et al., 2008).”
Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes (2011, background): “…format and textbased mimicry expressed in the electronic chats might not be as pervasive as the face-to-face mimicry that was manipulated in the Maddux et al (2008) study, consistent with metaanalytic findings showing that the absence of visual and vocal cues in online negotiation settings…”
Interpersonal trust within negotiations: : Meta-analytic evidence, critical contingencies, and directions for future research. (2014, background): “; Maddux et al., 2008: 466), they were coded as a broad measure of trust.”
Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness (2015, methodology): “Based on existing theoretical and empirical research on IBN behaviors (Fisher & Ury, 1991; Kolb, 2004; Kopelman & Olekalns, 1999; Leventhal, 2006; Maddux et al., 2007; Senger, 2002), a seven-item measure was developed (see the appendix)”
The antecedents and consequences of human behavioral mimicry. (2013, background): “According to Maddux et al. (2008), mimicry also smoothes the progress of negotiations.”