When are Teams an Asset in Negotiation and when are they a liability?

Taya R. Cohen, Leigh Thompson

Research output: Chapter in Book/Report/Conference proceedingChapter

6 Citations (Scopus)

Abstract

We consider the question of when teams are an asset at the negotiating table and when they are a liability. We center our review on three key “empirical truths” about teams. First, teams are better than individuals at solving problems. Second, teams are more self-interested than individuals. Third, teams are trusted less and are less trusting than individuals.
Original languageEnglish
Title of host publicationNegotiation in Groups
EditorsElizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck
PublisherEmerald Group Publishing Limited
Pages3-34
Number of pages32
Volume14: Research on Managing Groups and Teams
ISBN (Electronic)9780857245601
ISBN (Print)9780857245595
DOIs
StatePublished - 2011

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Liability
Assets
Problem solving
Negotiating

Cite this

Cohen, T. R., & Thompson, L. (2011). When are Teams an Asset in Negotiation and when are they a liability? In E. A. Mannix, M. A. Neale, & J. R. Overbeck (Eds.), Negotiation in Groups (Vol. 14: Research on Managing Groups and Teams, pp. 3-34). Emerald Group Publishing Limited. https://doi.org/10.1108/S1534-0856(2011)0000014004
Cohen, Taya R. ; Thompson, Leigh. / When are Teams an Asset in Negotiation and when are they a liability?. Negotiation in Groups. editor / Elizabeth A. Mannix ; Margaret A. Neale ; Jennifer R. Overbeck. Vol. 14: Research on Managing Groups and Teams Emerald Group Publishing Limited, 2011. pp. 3-34
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Cohen, TR & Thompson, L 2011, When are Teams an Asset in Negotiation and when are they a liability? in EA Mannix, MA Neale & JR Overbeck (eds), Negotiation in Groups. vol. 14: Research on Managing Groups and Teams, Emerald Group Publishing Limited, pp. 3-34. https://doi.org/10.1108/S1534-0856(2011)0000014004

When are Teams an Asset in Negotiation and when are they a liability? / Cohen, Taya R.; Thompson, Leigh.

Negotiation in Groups. ed. / Elizabeth A. Mannix; Margaret A. Neale; Jennifer R. Overbeck. Vol. 14: Research on Managing Groups and Teams Emerald Group Publishing Limited, 2011. p. 3-34.

Research output: Chapter in Book/Report/Conference proceedingChapter

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Cohen TR, Thompson L. When are Teams an Asset in Negotiation and when are they a liability? In Mannix EA, Neale MA, Overbeck JR, editors, Negotiation in Groups. Vol. 14: Research on Managing Groups and Teams. Emerald Group Publishing Limited. 2011. p. 3-34 https://doi.org/10.1108/S1534-0856(2011)0000014004