search query: @author Crump, L. / total: 3
reference: 3 / 3
« previous | next »
| Author: | Crump, L. |
| Title: | For the sake of the team: unity and disunity in a multiparty major league baseball negotiation |
| Journal: | Negotiation Journal
2005 : JUL, VOL. 21:3, p. 317-341 |
| Index terms: | negotiation sports industry |
| Language: | eng |
| Abstract: | "Divide and conquer" is a well-known expression although the literature on distributive negotiation offers little theory in support of this technique. A theory is here developed to explain increases or decreases in unity and disunity among negotiation groups comprising multiple parties in organizational settings. Particularly, the study analyzes the negotiations surrounding the purchase of the Seattle Mariners baseball team in 1992 by a group that included Japanese investors. The study identified reframing as a technique that can be used strategically to create disunity between co-operating parties on the same side in a negotiation. |
« previous | next »
SCIMA