Abstract
Original language | English |
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Pages | 87-95 |
Publication status | Published - 14 Aug 2017 |
Event | 17th International Conference on Group Decision and Negotiation - University of Hohenheim, Stuttgart, Germany Duration: 14 Aug 2017 → 18 Aug 2017 Conference number: 17 |
Conference
Conference | 17th International Conference on Group Decision and Negotiation |
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Abbreviated title | GDN 2017 |
Country | Germany |
City | Stuttgart |
Period | 14/08/17 → 18/08/17 |
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Keywords
- negotiation
- location
- formality
- virtual reality
- distributive bargaining
- integrative negotiation
Cite this
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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
TY - CONF
T1 - Getting to Yes at the Beach or in the Office?
T2 - The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes
AU - Hong, Alain
AU - van der Wijst, Per
PY - 2017/8/14
Y1 - 2017/8/14
N2 - 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.
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.
KW - negotiation
KW - location
KW - formality
KW - virtual reality
KW - distributive bargaining
KW - integrative negotiation
M3 - Paper
SP - 87
EP - 95
ER -