Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?
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DOI: 10.1287/mnsc.2018.3113
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Other versions of this item:
- Michel André Maréchal & Christian Thöni, 2016. "Hidden persuaders: do small gifts lubricate business negotiations?," ECON - Working Papers 227, Department of Economics - University of Zurich, revised May 2018.
- Michel André Maréchal & Christian Thöni, 2016. "Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?," CESifo Working Paper Series 5888, CESifo.
- Michel André Maréchal & Christian Thöni, 2018. "Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?," CESifo Working Paper Series 7070, CESifo.
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More about this item
Keywords
reciprocity; gift exchange; field experiment; negotiations;All these keywords.
JEL classification:
- D63 - Microeconomics - - Welfare Economics - - - Equity, Justice, Inequality, and Other Normative Criteria and Measurement
- C93 - Mathematical and Quantitative Methods - - Design of Experiments - - - Field Experiments
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