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Social interaction and negotiation outcomes: An experimental approach

Author

Listed:
  • Angela Sutan

    (BSB - Burgundy School of Business (BSB) - ESC Dijon-Bourgogne, CEREN - Centre de Recherche sur les Entreprises - BSB - Burgundy School of Business (BSB) - ESC Dijon-Bourgogne)

  • Guillermo Mateu

    (BSB - Burgundy School of Business (BSB) - ESC Dijon-Bourgogne, CEREN - Centre de Recherche sur les Entreprises - BSB - Burgundy School of Business (BSB) - ESC Dijon-Bourgogne)

  • Pablo Brañas-Garza
  • Antonio Cabrales
  • Angel Sánchez

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 (complex or simple) negotiation 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.

Suggested Citation

  • Angela Sutan & Guillermo Mateu & Pablo Brañas-Garza & Antonio Cabrales & Angel Sánchez, 2023. "Social interaction and negotiation outcomes: An experimental approach," Post-Print hal-05846085, HAL.
    • Handle: RePEc:hal:journl:hal-05846085
    DOI: 10.1016/j.socec.2022.101948
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