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

Research output: Contribution to conference › Paper › Other research output

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 2017 → 18 Aug 2017
Conference number: 17

Conference

Conference17th International Conference on Group Decision and Negotiation
Abbreviated titleGDN 2017
CountryGermany
CityStuttgart
Period14/08/17 → 18/08/17

Fingerprint

negotiation process
beach
virtual reality
atmosphere
office
experiment

Keywords

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

Cite this

Hong, A., & van der Wijst, P. (2017). Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes. 87-95. Paper presented at 17th International Conference on Group Decision and Negotiation, Stuttgart, Germany.
Hong, Alain ; van der Wijst, Per. / Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes. Paper presented at 17th International Conference on Group Decision and Negotiation, Stuttgart, Germany.
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Hong, A & van der Wijst, P 2017, 'Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes' Paper presented at 17th International Conference on Group Decision and Negotiation, Stuttgart, Germany, 14/08/17 - 18/08/17, pp. 87-95.

Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes. / Hong, Alain; van der Wijst, Per.

2017. 87-95 Paper presented at 17th International Conference on Group Decision and Negotiation, Stuttgart, Germany.

Research output: Contribution to conference › Paper › Other research output

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AB - 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.

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Hong A, van der Wijst P. Getting to Yes at the Beach or in the Office? The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes. 2017. Paper presented at 17th International Conference on Group Decision and Negotiation, Stuttgart, Germany.

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