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.
|Title of host publication||Negotiation in Groups|
|Editors||Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck|
|Publisher||Emerald Group Publishing Limited|
|Number of pages||32|
|Volume||14: Research on Managing Groups and Teams|
|State||Published - 2011|