Strategic word mimicry during negotiations facilitates better outcomes. We explore mimicry of specific word categories and perceptions of rapport, trust, and liking as underlying mechanisms. Dyads took part in an online negotiation exercise in which word mimicry was manipulated: Participants were instructed to mimic each other’s words (both-mimic), one participant mimicked the other (half-mimic), or neither participant mimicked (neither-mimic). When given a simple instruction to mimic their partner, participants mimicked both the style (personal pronouns, adverbs, linguistic style, interrogative terms) and the content (affiliation terms, power terms, and assents) of their partner’s messages. Mimicry was associated with greater joint and individual points gain and perceptions of rapport from the mimicked partner. Further, mimicry of interrogative terms (e.g., how, why) mediated positive effects of mimicry upon negotiation outcomes, suggesting the coordination of question asking between negotiators is an important strategy to create beneficial interactions and add value in negotiations.

中文翻译：

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当问“什么”和“如何”帮助你获胜时：模仿疑问词有助于成功的在线谈判

谈判期间的战略性词语模仿有助于取得更好的结果。我们探索特定词类的模仿以及对融洽、信任和喜欢作为潜在机制的感知。Dyads 参加了一项在线谈判练习，其中操纵了单词模仿：参与者被要求模仿对方的话（都模仿），一个参与者模仿另一个（半模仿），或者两个参与者都不模仿（都不模仿）。当给出一个简单的模仿他们的伴侣的指令时，参与者模仿他们伴侣信息的风格（人称代词、副词、语言风格、疑问词）和内容（从属词、权力词和同意）。模仿与更大的关节和个人积分增益以及被模仿伙伴的融洽感有关。更远，