Citation

Schweitzer ME, Gomberg LE. J. Appl. Soc. Psychol. 2001; 31(10): 2095-2126.

Copyright

(Copyright © 2001, John Wiley and Sons)

DOI

10.1111/j.1559-1816.2001.tb00165.x

PMID

unavailable

Abstract

Business-related drinking is an important organizational and managerial activity with particular relevance to the negotiation process. This paper investigates the influence of a moderate amount of alcohol on negotiator behavior and negotiated outcomes. We conducted 2 negotiation studies involving inebriated and sober participants, and found that inebriated negotiators used more aggressive tactics, made more mistakes, and reached less integrative agreements than did sober negotiators. Across both studies, we found that inebriated negotiators were unaware that alcohol had affected their negotiations.