ICPS
2019 International Convention of Psychological Science · 2019
When Too Much Does Not Pay Off: The Optimal Level of Mimicry in Distributive Negotiations
- Janet Wessler
Saarland University - David Loschelder
Leuphana University of Lüneburg - Malte Friese
Saarland University
Abstract
In two studies, moderate mimicry had the most positive effects for the mimicker both on interpersonal outcomes (i.e., liking and trust) and anchoring susceptibility in a distributive negotiation compared to no or intense mimicry. Intense mimicry elicited feelings of being manipulated which might have contributed to its detrimental effects.
Communication
