Negotiation teams are widely used to negotiate on behalf of organizations, yet relatively little is known about how they overcome the challenges posed by within team dynamics to create a sound across-the-table team bargaining strategy. This paper presents a two phase analysis of accounts of...

This study used a scenario design to examine whether there are different reactions among Whites based on how a diversity program is justified by an organization. A reactive justification (affirmative action) was proposed to result in greater backlash than a competitive advantage justification...

You are leading a negotiating team for your company. When you sit down with the other party, someone on your side of the table blurts out: "Just tell us-what do we need to do to get more of your business?" And in that moment, you know you've lost the upper hand. Gaffes like this are more common...

This study extends prior research on conflict in teams by showing that a team's chances of appropriately managing one type of conflict depends on what other types of conflicts are co-occurring. We interviewed 44 managers from different industries who had recently participated in a negotiating...

Do minority employees join network groups due to social identity, dissatisfaction with conditions at work, or career costs and benefits? Results show that joining is driven by social identity as well as expected costs (backlash) and benefits (career enhancement) but not by dissatisfaction,...