Does pre-play social interaction improve negotiation outcomes?
Antonio Cabrales (),
Angel Sanchez and
MPRA Paper from University Library of Munich, Germany
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 non-alcoholic. 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; alcohol. (search for similar items in EconPapers)
JEL-codes: C91 I18 M11 (search for similar items in EconPapers)
New Economics Papers: this item is included in nep-cbe and nep-exp
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed
Downloads: (external link)
https://mpra.ub.uni-muenchen.de/90842/1/MPRA_paper_90842.pdf original version (application/pdf)
Working Paper: Does Pre-Play Social Interaction Improve Negotiation Outcomes? (2018)
Working Paper: Does pre-play social interaction improve negotiation outcomes? (2018)
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:pra:mprapa:90842
Access Statistics for this paper
More papers in MPRA Paper from University Library of Munich, Germany Ludwigstraße 33, D-80539 Munich, Germany. Contact information at EDIRC.
Bibliographic data for series maintained by Joachim Winter ().