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

Activity: Talk or presentation typesOral presentationScientific


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
Event titleEtmaal van de Communicatiewetenschap: Innovative Methods in Communication Research
Event typeConference
LocationTilburg, NetherlandsShow on map


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