Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/198799 
Year of Publication: 
2018
Series/Report no.: 
CESifo Working Paper No. 7439
Publisher: 
Center for Economic Studies and ifo Institute (CESifo), Munich
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.
Subjects: 
negotiation
trust
business meals
social interactions
alcohol
JEL: 
C91
M11
I18
Document Type: 
Working Paper
Appears in Collections:

Files in This Item:
File
Size





Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.