Does Pre-Play Social Interaction Improve Negotiation Outcomes?

33 Pages Posted: 21 Feb 2019

See all articles by Pablo Brañas-Garza

Pablo Brañas-Garza

Universidad Loyola Andalucia

Antonio Cabrales

University College London - Department of Economics

Guillermo Mateu

Université de Bourgogne - Burgundy School of Business

Beata Smarzynska Javorcik

University of Oxford - Department of Economics

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: 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: negotiation, trust, business meals, social interactions, alcohol

JEL Classification: C910, M110, I180

Suggested Citation

Brañas-Garza, Pablo and Cabrales, Antonio and Mateu, Guillermo and Smarzynska Javorcik, Beata and Sánchez, Angel and Sutan, Angela, Does Pre-Play Social Interaction Improve Negotiation Outcomes? (2018). CESifo Working Paper No. 7439, Available at SSRN: https://ssrn.com/abstract=3338793

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

Antonio Cabrales

University College London - Department of Economics ( email )

Drayton House, 30 Gordon Street
30 Gordon Street
London, WC1H 0AX
United Kingdom

Guillermo Mateu

Université de Bourgogne - Burgundy School of Business ( email )

29 rue Sambin
Dijon, 21006
France

Beata Smarzynska Javorcik

University of Oxford - Department of Economics ( email )

Manor Road Building
Manor Road
Oxford, OX1 3BJ
United Kingdom

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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