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Cardozo Journal of Conflict Resolution

Abstract

Negotiators routinely make seemingly minor decisions about the physical environment and social conditions in which negotiations occur, including seating arrangements, room design, and the availability of shared beverages. Yet the extent to which these choices influence negotiation outcomes and relationships remains insufficiently understood. This Article presents an experimental study examining how negotiation settings and beverage availability affect both substantive outcomes and relational dynamics. Using a controlled 3 × 2 experimental design involving 288 participants engaged in simulated buyer-seller negotiations, we examine the effects of wine, coffee, and no beverage across sterile and convivial negotiation environments. The Article explores the implications for negotiation theory, dispute resolution practice, negotiation pedagogy, and organizational policy, emphasizing the importance of social intuition and intentional environmental design in fostering both effective agreements and productive ongoing relationships.

Keywords

Negotiation, Alternative Dispute Resolution, Rapport, Trust, Social Intelligence, Negotiation Environment, Experimental Research, Alcohol and Negotiation, Conflict Resolution

Disciplines

Dispute Resolution and Arbitration | Law

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