The Dark Side of Rapport: Selfish Behavior in Negotiations

Sandy Jap, Emory University, USA
Diana Robertson, University of Pennsylvania, USA
Ryan Hamilton, Emory University, USA
A considerable body of research has extolled the virtues of establishing rapport in negotiations. Although rapport generally has been found to have positive effects, we investigate the effects of rapport in impasse settings and find that higher levels of rapport are associated with more selfish and unethical behavior.
[ to cite ]:
Sandy Jap, Diana Robertson, and Ryan Hamilton (2011) ,"The Dark Side of Rapport: Selfish Behavior in Negotiations", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 161-162.