November 12, 2013
To follow up on an offer we made at the Works-in-Progress conference, particularly for new scholars, here is an introduction to Lauren Newell, a new professor at Ohio Northern University. Her paper that she presented at the conference was terrific and I am very much looking forward to the research. Here is how she describes it:
Hunger Games: The Impact of Food and Hunger on Negotiation
The question of whether hunger is helpful in negotiations is one that has generated a multitude of opinions, but little empirical data. Some people prefer to keep the parties well fed in the belief that this fosters optimism, energy, and creativity. Others opt to delay meals as long as possible because they view hunger as a helpful motivator that encourages quicker compromises and promotes efficient settlements. This paper will identify connections between the science of hunger and of self-control and the anecdotal experiences of those who believe food plays a positive role in negotiation. It will then seek to demonstrate that negotiating while hungry is disadvantageous by adopting and testing the hypotheses that: (1) hungry negotiators will conduct shorter and more contentious negotiations than non-hungry negotiators; and (2) non-hungry negotiators will achieve more joint gains and will have greater short-term and long-term satisfaction with the outcomes of their negotiations than will hungry negotiators. Finally, this paper will examine the ethical implications of providing or denying food in order to gain a negotiating advantage.
Her previous research focused on Disney and can be found here:
Happiness at the House of Mouse: How Disney Negotiates to Create the “Happiest Place on Earth”: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2109491
Mickey Goes to France: A Case Study of the Euro Disneyland Negotiations: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2235699
Happy to welcome Lauren to the community of ADR scholars and looking forward to her future contributions!
Last 5 posts by Andrea Schneider
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