| 来源类型 | Discussion paper |
| 规范类型 | 论文 |
| 来源ID | DP13417 |
| DP13417 Does pre-play social interaction improve negotiation outcomes? | |
| Antonio Cabrales; Pablo Brañas; Guillermo Mateu; Anxo Sánchez; Angela Sutan | |
| 发表日期 | 2018-12-27 |
| 出版年 | 2018 |
| 语种 | 英语 |
| 摘要 | 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. |
| 主题 | Industrial Organization ; Labour Economics ; Public Economics |
| 关键词 | Negotiation Trust Business meals Social interactions |
| URL | https://cepr.org/publications/dp13417-0 |
| 来源智库 | Centre for Economic Policy Research (United Kingdom) |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/542231 |
| 推荐引用方式 GB/T 7714 | Antonio Cabrales,Pablo Brañas,Guillermo Mateu,et al. DP13417 Does pre-play social interaction improve negotiation outcomes?. 2018. |
| 条目包含的文件 | 条目无相关文件。 | |||||
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