Negotiating online? New research shows that imitating your counterpart’s writing style can help seal you a better deal, proving that imitation is indeed the better part of flattery…
Mimicry is a form of human behaviour commonly used for currying favour, - indeed, studies of real-world interaction have shown that waitresses who consciously mimic their customers’ tone of voice receive bigger tips. But can it be utilised online? That is, without seeing or even hearing the other person? A new study says it can, and the methods can even improve your online business results.
[This article is republished courtesy of INSEAD Knowledge, the portal to the latest business insights and views of The Business School of the World. Copyright INSEAD 2024]