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When are teams an asset in negotiations and when are they a liability?
Cohen, Taya R.; Thompson, Leigh L. - In: Negotiation and groups, (pp. 3-34). 2011
Persistent link: https://www.econbiz.de/10009232092
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The impact of team characteristics on the course and outcome of intergroup price negotiations
Backhaus, Klaus; Doorn, Jenny van; Wilken, Robert - In: Journal of business-to-business marketing 15 (2008) 4, pp. 365-396
Persistent link: https://www.econbiz.de/10003804722
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When are Teams an Asset in Negotiations and When are They a Liability?
Cohen, Taya R.; Thompson, Leigh - 2014
lower profits than solos in negotiations with a prisoner’s dilemma structure. Thus, because teams are more self …-interested and less trusted than individuals, they can be a liability in negotiations in which the parties’ interests are opposed … context is one that allows for coordination and integrative tradeoffs, such as multi-issue deal-making negotiations, versus …
Persistent link: https://www.econbiz.de/10014037263
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Peer learning in teams and work performance : evidence from a randomized field experiment
Kamei, Kenju; Ashworth, John - 2022
Persistent link: https://www.econbiz.de/10013284060
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Peer pressure and manager pressure in organisations
Battiston, Diego; Blanes i Vidal, Jordi; Kirchmaier, Tom; … - 2023
Persistent link: https://www.econbiz.de/10014284180
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A peer assessment system to improve student team experiences
Anson, Robert; Goodman, James A. - In: Journal of education for business 89 (2014) 1, pp. 27-34
Persistent link: https://www.econbiz.de/10010403552
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Effort peer effects in team production : evidence from professional football
Cohen-Zada, Danny; Dayag, Itay; Gershoni, Naomi - In: Management science : journal of the Institute for … 70 (2024) 4, pp. 2355-2381
Persistent link: https://www.econbiz.de/10014520060
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Negotiation and groups
Mannix, Elizabeth A (ed.); Overbeck, Jennifer R. (ed.);  … - 2011 - 1st ed
Negotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on...
Persistent link: https://www.econbiz.de/10012050010
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Does pre-play social interaction improve negotiation outcomes?
Cabrales, Antonio; Brañas-Garza, Pablo; Mateu, Guillermo; … - 2018
Persistent link: https://www.econbiz.de/10012113070
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Does pre-play social interaction improve negotiation outcomes?
Brañas-Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; … - 2018
We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …
Persistent link: https://www.econbiz.de/10011955642