Fresh Pick of the Day, May 19, 2014: “Does Breaking Bread Help Make a Negotiation a Success?” From Stanford Business Re:Think

From Stanford Business Re:Think: “People negotiating a deal commonly have a meal or two together. Sharing a meal seems a gesture of goodwill — after all, who’s going to fight in one sentence and then say, pass the sushi in the next? You might suppose, then, that negotiating while eating can only help bring good deals to fruition. Not so fast. While such thinking propels the lunchtime scenes everywhere from the Four Seasons in New York City to Chateau Marmont in Los Angeles, new research from Stanford Graduate School of Business calls it into question. Professor Margaret Neale and doctoral student Peter Belmi find that sharing food does help create more valuable deals in competitive negotiations. But in situations that are cooperative, such as when the two parties are friends, meal sharing reduces the overall value of the deal.”

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