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...

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...

There are two broad approaches in the literature to studying challenges faced in multicultural teams. One approach is to examine the effects of demographic differences among individual team members (e.g., gender, ethnicity, age) on group process. This literature supports the notion that...