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 Scopus citations

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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