TY - JOUR
T1 - Team Negotiation
T2 - An Examination of Integrative and Distributive Bargaining
AU - Thompson, Leigh
AU - Peterson, Erika
AU - Brodt, Susan E.
PY - 1996/1
Y1 - 1996/1
N2 - 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. The belief by both teams and solos that teams have a relative advantage over solo opponents was not supported by actual outcomes. Unexpectedly, neither private meetings nor friendships among team members improved the team's advantage. Teams of friends made less accurate judgments and reached fewer integrative agreements compared to teams of nonfriends.
AB - 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. The belief by both teams and solos that teams have a relative advantage over solo opponents was not supported by actual outcomes. Unexpectedly, neither private meetings nor friendships among team members improved the team's advantage. Teams of friends made less accurate judgments and reached fewer integrative agreements compared to teams of nonfriends.
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U2 - 10.1037/0022-3514.70.1.66
DO - 10.1037/0022-3514.70.1.66
M3 - Article
AN - SCOPUS:0030536405
SN - 0022-3514
VL - 70
SP - 66
EP - 78
JO - Journal of personality and social psychology
JF - Journal of personality and social psychology
IS - 1
ER -