Does Pre-Play Social Interaction Improve Negotiation Outcomes?

34 Pages Posted: 7 Jan 2019

See all articles by Pablo Brañas-Garza

Pablo Brañas-Garza

Universidad Loyola Andalucia

Guillermo Mateu

Université de Bourgogne - Burgundy School of Business

Anxo Sánchez

Departamento de Matemáticas, Universidad Carlos III, Leganés (Madrid)

Angela Sutan

Université de Bourgogne - Burgundy School of Business

Multiple version iconThere are 2 versions of this paper

Date Written: December 2018

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.

Keywords: business meals, negotiation, Social interactions, Trust

JEL Classification: C91, I18, M11

Suggested Citation

Brañas-Garza, Pablo and Mateu, Guillermo and Sánchez, Angel and Sutan, Angela, Does Pre-Play Social Interaction Improve Negotiation Outcomes? (December 2018). CEPR Discussion Paper No. DP13417. Available at SSRN: https://ssrn.com/abstract=3310341

Pablo Brañas-Garza (Contact Author)

Universidad Loyola Andalucia ( email )

c/ Escritor Castilla Aguayo
Córdoba, 14004
Spain

HOME PAGE: http://https://sites.google.com/site/pablobranasgarza/home

Guillermo Mateu

Université de Bourgogne - Burgundy School of Business ( email )

29 rue Sambin
Dijon, 21006
France

Angel Sánchez

Departamento de Matemáticas, Universidad Carlos III, Leganés (Madrid) ( email )

Grupo Interdisciplinar de Sistemas Complejos
Departamento de Matemáticas,Universidad Carlos III
Madrid, Madrid 28933
Spain

Angela Sutan

Université de Bourgogne - Burgundy School of Business ( email )

29 rue Sambin
Dijon, 21006
France

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