fixedness of negotiator characteristics as key determinants of negotiation processes and performance. In this chapter, we … examine how these implicit negotiation beliefs affect negotiation at the team level. Approach – We explore the effects of … implicit negotiation beliefs on team negotiation by articulating a model that considers their impact on important group …

Team decision-making prevails in modern organizations. Teams often need to decide whether to delegate or make a … decision themselves. Recent work has found that many individuals assign a significantly positive intrinsic value to having a … decision right, which may distort the choice between delegating a decision or not. Here we examine experimentally whether teams …

Team decision-making prevails in modern organizations. Teams often need to decide whether to delegate or make a … decision themselves. Recent work has found that many individuals assign a significantly positive intrinsic value to having a … decision right, which may distort the choice between delegating a decision or not. Here we examine experimentally whether teams …

Women's relatively worse performance in negotiation is often cited as an explanation for gender differences in … negotiation. Women do underperform relative to men in negotiation, but only under limited circumstances, which means the … performance gap is unlikely due to lesser skills on their part. The barriers between women and negotiation excellence are of three …