Does pre-play social interaction improve negotiation outcomes?

Pablo Brañas-Garza, Antonio Cabrales, Guillermo Mateu, Sanchez Angel and Angela Sutan

MPRA Paper from University Library of Munich, Germany

Abstract: We study experimentally the impact of pre-play social interactions on negotiations. We isolate the impact of several common components of interactions: conversations, food, and alcoholic or non-alcoholic beverages. Participants perform 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 improves the outcomes over the treatment without interactions. We also study trust and reciprocity, where we find the same lack of superiority of interaction.

Keywords: negotiation; trust; business meals; social interactions; alcohol. (search for similar items in EconPapers)
JEL-codes: C91 I18 M11 (search for similar items in EconPapers)
Date: 2020-07-22
New Economics Papers: this item is included in nep-agr, nep-exp and nep-soc
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

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https://mpra.ub.uni-muenchen.de/102842/1/MPRA_paper_102842.pdf original version (application/pdf)

Related works:
Working Paper: Does Pre-Play Social Interaction Improve Negotiation Outcomes? (2018)
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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Persistent link: https://EconPapers.repec.org/RePEc:pra:mprapa:102842

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