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
    https://etmaal2017.nl/

    Conference

    ConferenceEtmaal van de Communicatiewetenschap
    Country/TerritoryNetherlands
    CityTilburg
    Period26/01/1727/01/17
    Internet address

    Keywords

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

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