Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations (Record no. 52801)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02281nam a22002177a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20191118173756.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 191118b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Hüffmeier, Joachim |
| 9 (RLIN) | 13369 |
| 245 ## - TITLE STATEMENT | |
| Title | Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 2721-2750 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes. Similarly, theoretical accounts of integrative negotiations assume higher outcomes for teams than for individual negotiators as a consequence of team-related advantages (e.g., increased information processing and problem-solving capabilities). In this study, we challenge this established assumption and across three negotiations and various empirical tests, we show that the advantages of teams are merely the result of individual-level processes (i.e., one person asking interest-related questions). Moreover, Bayesian estimation supported our claim and rejected the extant account: The probability of the teams achieving better outcomes than the best individuals in commensurate nominal groups (i.e., strong synergy) was up to four times smaller than the probability of the teams not achieving better results than the best individuals in commensurate nominal groups. Finally, in the majority of our analyses, individual negotiators generated better relationship outcomes than teams even though the economic outcomes were comparable. On the basis of these results, we revise the assumption of team-related advantages in integrative negotiations. We discuss the implications of our results for future negotiation research and for the practical assignment of teams or individuals to negotiations. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | team negotiation |
| Uncontrolled term | synergy |
| Uncontrolled term | integrative negotiation |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Zerres, Alfred |
| 9 (RLIN) | 13369 |
| Personal name | Freund , Philipp Alexander |
| 9 (RLIN) | 34927 |
| Relator code | et. al. |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29017 |
| Host Itemnumber | 77320 |
| Main entry heading | DEBORAH E. RUPP |
| Place, publisher, and date of publication | WEST LAFAYETTE SAGE PUBLICATION 2012 |
| Other item identifier | 55511131 |
| Title | JOURNAL OF MANAGEMENT |
| International Standard Serial Number | 0149-2063 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 18/11/2019 | Vol 45, Issue 7 /55511131JA4 | 55511131JA4 | 18/11/2019 | 18/11/2019 |