Handshaking Promotes Deal-Making By Signaling Cooperative Intent
We explore the impact of a ubiquitous form of greeting—a handshake—on cooperation. Although people do not expect handshakes to affect negotiation outcomes, two correlational studies and five experiments demonstrate that handshakes can induce cooperation in negotiations and economic games.
Citation:
Juliana Schroeder, Jane Risen, Francesca Gino, and Michael Norton (2018) ,"Handshaking Promotes Deal-Making By Signaling Cooperative Intent", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 39-44.
Authors
Juliana Schroeder, University of California Berkeley, USA
Jane Risen, University of Chicago, USA
Francesca Gino, Harvard Business School, USA
Michael Norton, Harvard Business School, USA
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
A Conceptual Framework of Violation of Trust and Negative Emotional Responses during Brand Transgressions
Karthik Selvanayagam, Indian Institute of Technology, Madras
Varisha Rehman, Indian Institute of Technology, Madras
Featured
E10. Sustainable Initiatives: Cultural Identity, Regulatory Focus, and Construal Perspective
Ekaterina Salnikova, Aarhus University
Yuliya Strizhakova, Rutgers University, USA
Klaus G Grunert, Aarhus University
Featured
Market Structure and Firm Engagement in Divisive Political Issues
Chris Hydock, Georgetown University, USA
Neeru Paharia, Georgetown University, USA
Sean Blair, Georgetown University, USA