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

Keywords

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

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  • Activities

    • 1 Oral presentation

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

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

    26 Jan 2017

    Activity: Talk or presentation typesOral presentationScientific

    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.