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| Author: | Thompson, J. Peterson, E. Brodt, S. |
| Title: | Team negotiation: an examination of integrative and distributive bargaining |
| Journal: | Journal of Personality and Social Psychology
1996 : JAN, VOL. 70:1, p. 66-78 |
| Index terms: | TEAM WORK BARGAINING PRODUCTION |
| Language: | eng |
| Abstract: | Two experiments compared the effectiveness of team and solo negotiators in integrative and distributive bargaining. When at least 1 party to a negotiation was a team, joint profit increased. Teams, more than solos , developed mutually beneficial trade-offs among issues and discovered compatible interests. The presence of at least 1 team increased information exchange and accuracy in judgments about the other party's interests in comparison with solo negotiations. |
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