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Does pre-play social interaction improve negotiation outcomes?

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  • Cabrales, Antonio
  • Brañas, Pablo
  • Mateu, Guillermo
  • Sánchez, Anxo
  • Sutan, Angela

Abstract

We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often complex. Thus, we attempt to isolate the impact of several of its more common components: conversations, food, and beverages, which could be alcoholic or nonalcoholic. To do this, our subjects take part in 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 improve the outcomes over the treatment without interactions. We also study trust and reciprocity in the same context. For all-male groups, we find the same lack of superiority of interaction treatments over no interaction. For all-female groups, some very simple social interactions have a positive impact on trust.

Suggested Citation

  • Cabrales, Antonio & Brañas, Pablo & Mateu, Guillermo & Sánchez, Anxo & Sutan, Angela, 2018. "Does pre-play social interaction improve negotiation outcomes?," CEPR Discussion Papers 13417, C.E.P.R. Discussion Papers.
    • Handle: RePEc:cpr:ceprdp:13417
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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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    2. Au, Pak Hung & Lim, Wooyoung & Zhang, Jipeng, 2022. "In vino veritas? Communication under the influence—An experimental study," Journal of Economic Behavior & Organization, Elsevier, vol. 197(C), pages 325-340.

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    More about this item

    Keywords

    Negotiation; Trust; Business meals; Social interactions;
    All these keywords.

    JEL classification:

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

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