Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations
Abstract
When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes. Similarly, theoretical accounts of integrative negotiations assume higher outcomes for teams than for individual negotiators as a consequence of team-related advantages (e.g., increased information...
Paper Details
Title
Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations
Published Date
May 10, 2018
Journal
Volume
45
Issue
7
Pages
2721 - 2750
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