Social interaction and negotiation outcomes: An experimental approach Articles uri icon

publication date

  • February 2023

start page

  • 101948-1

end page

  • 101948-18


  • 102

International Standard Serial Number (ISSN)

  • 2214-8043

Electronic International Standard Serial Number (EISSN)

  • 2214-8051


  • We study experimentally the impact of pre-play social interactions on negotiations. We isolate the impact of several common components of interactions: conversations, food, and alcoholic or non-alcoholic beverages. Participants perform a standardized (complex or simple) negotiation under six conditions: without interaction; interaction only; and interactions with water, wine, water and food, and wine and food. We find that none of the treatments improves the outcomes over the treatment without interactions. We also study trust and reciprocity, where we find the same lack of superiority of interaction.


  • Economics


  • negotiation; trust; business meals; social interactions; alcohol