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Discussion Paper Details

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Title: Does pre-play social interaction improve negotiation outcomes?

Author(s): Pablo Bra�as-Garza, Antonio Cabrales, Guillermo Mateu, Angel S�nchez and Angela Sutan

Publication Date: December 2018

Keyword(s): business meals, negotiation, Social interactions and Trust

Programme Area(s): Industrial Organization, Labour Economics and Public Economics

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.

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Bibliographic Reference

Bra�as-Garza, P, Cabrales, A, Mateu, G, S�nchez, A and Sutan, A. 2018. 'Does pre-play social interaction improve negotiation outcomes?'. London, Centre for Economic Policy Research. https://cepr.org/active/publications/discussion_papers/dp.php?dpno=13417