TY  - JOUR
PY  - 2001//
TI  - The Impact of Alcohol on Negotiator Behavior: Experimental Evidence
JO  - Journal of applied social psychology
A1  - Schweitzer, Maurice E.
A1  - Gomberg, Leslie E.
SP  - 2095
EP  - 2126
VL  - 31
IS  - 10
N2  - 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.<p /> 
LA  - 
SN  - 0021-9029
UR  - http://dx.doi.org/10.1111/j.1559-1816.2001.tb00165.x
ID  - ref1
ER  -