Does Eating Together Improve Negotiations?

Who you share your table with may add or detract value.

Sitting down to a meal to talk business, like drinking while negotiating, is common practice around the world. There is probably not a single executive or public official who has never negotiated over a meal. Because eating is such a salient part of our lives, we need to look at how food can influence negotiation.

Researchers have recently started to examine the act of eating together while negotiating and its impact on the final deal. While most of us would expect that sharing a meal would positively affect our negotiation outcomes, the findings point to a more nuanced and strategic choice. Indeed, the effect of food and its presentation on negotiation outcomes can vary depending on individual circumstances.

Read more at https://knowledge.insead.edu/strategy/does-eating-together-improve-negotiations-10066?utm_source=INSEAD+Knowledge&utm_campaign=f7445f1013-&utm_medium=email&utm_term=0_e079141ebb-f7445f1013-249985257#T6G1pxqV2JLCwarG.99