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- Title
Bargaining under the influence: The role of alcohol in negotiations.
- Authors
Schweitzer, Maurice E.; Kerr, Jeffrey L.
- Abstract
Managers consume alcohol across a broad range of organizational contexts. In many cases, alcohol is consumed with little or no consideration of the risks or benefits involved. This article identifies hazards of managerial drinking, as well as the role alcohol can play in developing relationships. We describe results from recent experiments that investigated the influence of alcohol on negotiations, and discuss the role of alcohol in many cross-cultural settings. We argue that the decision to consume alcohol should be made rationally and strategically, and offer advice for managers setting corporate policy or making individual decisions to consume alcohol.
- Subjects
ALCOHOL drinking &; society; EXECUTIVES; NEGOTIATION; ORGANIZATIONAL behavior; CORPORATE culture; DECISION making; ALCOHOLIC beverages -- Social aspects; GLOBALIZATION &; society; INTERPERSONAL relations; CROSS-cultural differences; DRINKING behavior -- Social aspects; DRINKING customs
- Publication
Academy of Management Executive, 2000, Vol 14, Issue 2, p47
- ISSN
1079-5545
- Publication type
Article
- DOI
10.5465/AME.2000.3819305