Does pre-play social interaction improve negotiation outcomes?

Antonio Cabrales, Brañas, Pablo, Guillermo Mateu, Sánchez, Anxo and Angela Sutan
Authors registered in the RePEc Author Service: Pablo Brañas-Garza

No 13417, CEPR Discussion Papers from C.E.P.R. Discussion Papers

Abstract: We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often complex. Thus, we attempt to isolate the impact of several of its more common components: conversations, food, and beverages, which could be alcoholic or nonalcoholic. To do this, our subjects take part in a standardized negotiation (complex and simple) under six conditions: without interaction, interaction only, and interactions with water, wine, water and food and wine and food. We find that none of the treatments improve the outcomes over the treatment without interactions. We also study trust and reciprocity in the same context. For all-male groups, we find the same lack of superiority of interaction treatments over no interaction. For all-female groups, some very simple social interactions have a positive impact on trust.

Keywords: Negotiation; Trust; Business meals; Social interactions (search for similar items in EconPapers)
JEL-codes: C91 I18 M11 (search for similar items in EconPapers)
Date: 2018-12
New Economics Papers: this item is included in nep-agr, nep-exp, nep-gth and nep-soc
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

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Related works:
Working Paper: Does pre-play social interaction improve negotiation outcomes? (2020)
Working Paper: Does Pre-Play Social Interaction Improve Negotiation Outcomes? (2018)
Working Paper: Does pre-play social interaction improve negotiation outcomes? (2018)
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