Beach or Office? Where shall we negotiate?

The impact of location on negotiation strategies

Per van der Wijst, Alain Hong

Research output: Contribution to conferenceAbstractOther research output

Abstract

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.
Original languageEnglish
Publication statusUnpublished - 26 Jan 2017
EventEtmaal van de Communicatiewetenschap: Innovative Methods in Communication Research - Tilburg University, Tilburg, Netherlands
Duration: 26 Jan 201727 Jan 2017

Conference

ConferenceEtmaal van de Communicatiewetenschap
CountryNetherlands
CityTilburg
Period26/01/1727/01/17

Fingerprint

location factors
simulation

Keywords

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

Cite this

van der Wijst, P., & Hong, A. (2017). Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies. Abstract from Etmaal van de Communicatiewetenschap, Tilburg, Netherlands.
van der Wijst, Per ; Hong, Alain. / Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies. Abstract from Etmaal van de Communicatiewetenschap, Tilburg, Netherlands.
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abstract = "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.",
keywords = "negotiation, Virtual reality, distributive bargaining, integrative negotiation, Bargaining, Formality",
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van der Wijst, P & Hong, A 2017, 'Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies' Etmaal van de Communicatiewetenschap, Tilburg, Netherlands, 26/01/17 - 27/01/17, .

Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies. / van der Wijst, Per; Hong, Alain.

2017. Abstract from Etmaal van de Communicatiewetenschap, Tilburg, Netherlands.

Research output: Contribution to conferenceAbstractOther research output

TY - CONF

T1 - Beach or Office? Where shall we negotiate?

T2 - The impact of location on negotiation strategies

AU - van der Wijst, Per

AU - Hong, Alain

PY - 2017/1/26

Y1 - 2017/1/26

N2 - 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.

AB - 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.

KW - negotiation

KW - Virtual reality

KW - distributive bargaining

KW - integrative negotiation

KW - Bargaining

KW - Formality

UR - https://etmaal2017.nl/

M3 - Abstract

ER -

van der Wijst P, Hong A. Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies. 2017. Abstract from Etmaal van de Communicatiewetenschap, Tilburg, Netherlands.