Bronstein, Ilan; Nelson, Noa; Livnat, Zohar; Ben-Ari, Rachel - In: Journal of Conflict Resolution 56 (2012) 6, pp. 1089-1115
This study examined the contribution of verbal behavior to the creation of rapport in negotiation, while … found that rapport is indeed encoded in the verbal behavior and that various verbal behaviors contribute to negotiatorsâ … negotiator’s sense of rapport was primarily affected by his partners’ verbal behavior and by the interaction between behaviors …