Social interaction and negotiation outcomes: An experimental approach

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dc.contributor.authorPablo Brañas‐Garza
dc.contributor.authorAntonio Cabrales
dc.contributor.authorGuillermo Mateu
dc.contributor.authorÁngel Sánchez
dc.contributor.authorAngela Sutan
dc.coverage.spatialBolivia
dc.date.accessioned2026-03-22T14:21:58Z
dc.date.available2026-03-22T14:21:58Z
dc.date.issued2022
dc.descriptionCitaciones: 9
dc.description.abstractWe 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.
dc.identifier.doi10.1016/j.socec.2022.101948
dc.identifier.urihttps://doi.org/10.1016/j.socec.2022.101948
dc.identifier.urihttps://andeanlibrary.org/handle/123456789/46090
dc.language.isoen
dc.publisherElsevier BV
dc.relation.ispartofJournal of Behavioral and Experimental Economics
dc.sourceUniversidad Loyola
dc.subjectReciprocity (cultural anthropology)
dc.subjectNegotiation
dc.subjectWine
dc.subjectSocial relation
dc.subjectPsychology
dc.subjectInteraction model
dc.subjectSocial psychology
dc.subjectSimple (philosophy)
dc.subjectComputer science
dc.subjectBusiness
dc.titleSocial interaction and negotiation outcomes: An experimental approach
dc.typearticle

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