Active listening is a promising communication technique to positively affect interactions and communication outcomes. However, theoretical propositions regarding its direct effects on interactions have rarely been empirically investigated. In the present research, we studied the role of naturally occurring active listening in the context of videotaped and coded integrative negotiations. Lag sequential analyses of 48 negotiations with 17,120 thought units show that active listening follows offers that comprise two or more issues (i.e., multi-issue offers) above chance level. These multi-issue offer—active listening patterns in turn promoted integrative statements (e.g., further multi-issue offers) and inhibited distributive statements (e.g., single-issue offers). Moreover, multi-issue offer—active listening patterns (and neither multi-issue offers nor active listening alone) also positively related to the achieved joint economic outcomes in the negotiation. Contrary to common expectations, we did not find evidence that active listening promotes the understanding of the other party or rapport between negotiators.

中文翻译：

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整合谈判中的积极倾听

积极倾听是一种很有前景的沟通技巧，可以对互动和沟通结果产生积极影响。然而，关于其对相互作用的直接影响的理论命题很少经过实证研究。在本研究中，我们研究了在录像和编码的综合谈判背景下自然发生的积极倾听的作用。对包含 17,120 个思想单元的 48 次谈判进行的滞后序列分析表明，主动倾听会遵循包含两个或多个高于机会水平的问题（即多问题要约）的要约。这些多问题要约主动倾听模式反过来促进了综合性陈述（例如，进一步的多问题要约）并抑制了分配性陈述（例如，单问题要约）。此外，多问题报价—积极倾听模式（既不是多问题报价也不是单独的积极倾听）也与谈判中实现的联合经济成果呈正相关。与普遍预期相反，我们没有发现证据表明积极倾听能够促进对方的理解或谈判者之间的融洽关系。