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Does pre-play social interaction improve negotiation outcomes?

Author

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

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.

Suggested Citation

  • Brañas-Garza, Pablo & Cabrales, Antonio & Mateu, Guillermo & Angel, Sanchez & Sutan, Angela, 2020. "Does pre-play social interaction improve negotiation outcomes?," MPRA Paper 102842, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:102842
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    References listed on IDEAS

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    As found by EconAcademics.org, the blog aggregator for Economics research:
    1. En torno a una mesa: Facilitadores sociales en las negociaciones
      by Anxo Sánchez in Nada Es Gratis on 2019-06-10 05:07:51

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    More about this item

    Keywords

    negotiation; trust; business meals; social interactions; alcohol.;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • I18 - Health, Education, and Welfare - - Health - - - Government Policy; Regulation; Public Health
    • M11 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Production Management

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