Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies

A.P.C.I. Hong (Speaker), van der Wijst, P. (Speaker)

Activity: Talk or presentation typesOral presentationScientific

Description

The central question in this study was to what extent the formality of the location where the negotiation takes place influences the negotiation strategies used. We studied the role of formality in an experimental setting, where a negotiation simulation took place either in an office room or at the beach. This location factor was manipulated in the Virtual Laboratory of Tilburg University in order to increase the validity of the study. The results of the study were presented and discussed at the Etmaal conference 2017.
Period26 Jan 2017
Held atEtmaal van de Communicatiewetenschap
Event typeConference
LocationTilburg, Netherlands

Keywords

  • negotiation
  • Virtual reality
  • distributive bargaining
  • integrative negotiation
  • Bargaining
  • Formality