Title Social interaction and negotiation outcomes: An experimental approach
Authors BRAÑAS GARZA, PABLO ERNESTO, Cabrales A. , Mateu G. , Sánchez A. , Sutan A.
External publication No
Means J. Behave. Exp. Econ.
Scope Article
Nature Científica
JCR Quartile 3
SJR Quartile 1
Web https://www.scopus.com/inward/record.uri?eid=2-s2.0-85142151093&doi=10.1016%2fj.socec.2022.101948&partnerID=40&md5=b6f7c25f4afb9e558b8103bd2a1c9194
Publication date 01/02/2023
Scopus Id 2-s2.0-85142151093
DOI 10.1016/j.socec.2022.101948
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. JEL numbers: : C91, M11, I18 © 2022
Keywords Alcohol; Business meals; Negotiation; Social interactions; Trust
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