BRAÑAS GARZA, PABLO ERNESTO, Cabrales A. , Mateu G. , Sánchez A. , Sutan A.

No

J. Behave. Exp. Econ.

Article

Científica

✗

✓

1.6

0.704

https://www.scopus.com/inward/record.uri?eid=2-s2.0-85142151093&doi=10.1016%2fj.socec.2022.101948&partnerID=40&md5=b6f7c25f4afb9e558b8103bd2a1c9194

01/02/2023

000892370100001

2-s2.0-85142151093

10.1016/j.socec.2022.101948

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

Alcohol; Business meals; Negotiation; Social interactions; Trust

• PABLO ERNESTO BRAÑAS GARZA