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 language | English |
|---|---|
| Title of host publication | Negotiation in Groups |
| Editors | Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck |
| Publisher | Emerald Group Publishing Limited |
| Pages | 3-34 |
| Number of pages | 32 |
| Volume | 14: Research on Managing Groups and Teams |
| ISBN (Electronic) | 9780857245601 |
| ISBN (Print) | 9780857245595 |
| DOIs | |
| State | Published - 2011 |