haku: @indexterm production / yhteensä: 1066
viite: 422 / 1066
Tekijä: | Thompson, J. Peterson, E. Brodt, S. |
Otsikko: | Team negotiation: an examination of integrative and distributive bargaining |
Lehti: | Journal of Personality and Social Psychology
1996 : JAN, VOL. 70:1, p. 66-78 |
Asiasana: | TEAM WORK BARGAINING PRODUCTION |
Kieli: | eng |
Tiivistelmä: | 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. |
SCIMA