Abstract

http://ssrn.com/abstract=2443551
 


 



Handshaking Promotes Cooperative Dealmaking


Juliana Schroeder


University of Chicago - Booth School of Business

Jane Risen


University of Chicago - Booth School of Business

Francesca Gino


Harvard University - Harvard Business School

Michael I. Norton


Harvard Business School - Marketing Unit

May 29, 2014


Abstract:     
Humans use subtle sources of information — like nonverbal behavior — to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating negotiations with them and believe they signal cooperation (Study 1). We show that handshakes increase cooperative behaviors, affecting outcomes for integrative and distributive negotiations. In two studies with MBA students, pairs who shook hands before integrative negotiations obtained higher joint outcomes (Studies 2a and 2b). Pairs randomly assigned to shake hands were more likely to openly reveal their preferences on trade-off issues, which improved joint outcomes (Study 3). In a fourth study using a distributive negotiation, pairs of executives assigned to shake hands were less likely to lie about their preferences and crafted agreements that split the bargaining zone more equally. Together, these studies show that handshaking promotes the adoption of cooperative strategies and influences negotiation outcomes.

Number of Pages in PDF File: 35

Keywords: Handshake, Negotiation, Cooperation, Integrative, Distributive

working papers series


Download This Paper

Date posted: May 31, 2014  

Suggested Citation

Schroeder, Juliana and Risen, Jane and Gino, Francesca and Norton, Michael I., Handshaking Promotes Cooperative Dealmaking (May 29, 2014). Available at SSRN: http://ssrn.com/abstract=2443551 or http://dx.doi.org/10.2139/ssrn.2443551

Contact Information

Juliana Schroeder
University of Chicago - Booth School of Business ( email )
5807 S. Woodlawn Avenue
Chicago, IL 60637
United States
Jane Risen
University of Chicago - Booth School of Business ( email )
5807 S. Woodlawn Avenue
Chicago, IL 60637
United States
Francesca Gino (Contact Author)
Harvard University - Harvard Business School ( email )
Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States
Michael I. Norton
Harvard Business School - Marketing Unit ( email )
Soldiers Field
Boston, MA 02163
United States
Feedback to SSRN


Paper statistics
Abstract Views: 440
Downloads: 39

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo8 in 0.422 seconds