Social interaction and negotiation outcomes: An experimental approach

B-Tier
Journal: Journal of Behavioral and Experimental Economics
Year: 2023
Volume: 102
Issue: C

Score contribution per author:

0.402 = (α=2.01 / 5 authors) × 1.0x B-tier

α: calibrated so average coauthorship-adjusted count equals average raw count

Abstract

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.

Technical Details

RePEc Handle
repec:eee:soceco:v:102:y:2023:i:c:s2214804322001197
Journal Field
Experimental
Author Count
5
Added to Database
2026-01-24