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

Per van der Wijst; Alain Hong

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

Research output: Contribution to conference › Abstract › Other 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 language	English
Publication status	Unpublished - 26 Jan 2017
Event	Etmaal van de Communicatiewetenschap: Innovative Methods in Communication Research - Tilburg University, Tilburg, Netherlands Duration: 26 Jan 2017 → 27 Jan 2017 https://etmaal2017.nl/

Conference

Conference	Etmaal van de Communicatiewetenschap
Country/Territory	Netherlands
City	Tilburg
Period	26/01/17 → 27/01/17
Internet address	https://etmaal2017.nl/

Keywords

negotiation
Virtual reality
distributive bargaining
integrative negotiation
Bargaining
Formality

Beach or Office? Where shall we negotiate? The impact of location on negotiation strategies
Hong, A. P. C. I. (Speaker) & van der Wijst, P. (Speaker)
26 Jan 2017
Activity: Talk or presentation types › Oral presentation › Scientific

Cite this

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title = "Beach or Office? Where shall we negotiate?: The impact of location on negotiation strategies",

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.",

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author = "{van der Wijst}, Per and Alain Hong",

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T1 - Beach or Office? Where shall we negotiate?

T2 - Etmaal van de Communicatiewetenschap

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

M3 - Abstract

Y2 - 26 January 2017 through 27 January 2017

ER -

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

Abstract

Conference

Keywords

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

Cite this