Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes

Alain Hong, Per van der Wijst

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Abstract

The negotiation location plays an important role in negotiations. The present study examined to what extent the negotiation process and outcomes are influenced by the formality of the location and negotiation type. It was hypothesized that negotiations in a beach setting would yield better integrative results than negotiations in an office setting, whereas an office setting would yield better distributive outcomes than a beach setting. To examine this, an experiment was conducted in a virtual reality laboratory in which dyads had to perform a job contract negotiation at the beach or in the office, that was either integrative or distributive. We found that the beach setting, as expected, created a more informal atmosphere, a more positive mood, and slightly less stress, but this difference did not depend on the negotiation type. Also, integrative negotiations yielded higher joint gains than distributive negotiations, but this was the same for both location settings.
Original languageEnglish
Pages87-95
Publication statusPublished - 14 Aug 2017
Event17th International Conference on Group Decision and Negotiation - University of Hohenheim, Stuttgart, Germany
Duration: 14 Aug 201718 Aug 2017
Conference number: 17

Conference

Conference17th International Conference on Group Decision and Negotiation
Abbreviated titleGDN 2017
CountryGermany
CityStuttgart
Period14/08/1718/08/17

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Keywords

  • negotiation
  • location
  • formality
  • virtual reality
  • distributive bargaining
  • integrative negotiation

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