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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Coalitions

Coalitions face three sets of challenges: (1) the formation of the coalition, (2) coalition maintenance, and (3) the distribution of resources among coalition members. Next, we take up these challenges and provide strategies for maximizing coalition effectiveness.

Key Challenges of Coalitions

Optimal Coalition Size

What is the ideal size for a winning coalition? Ideally, coalitions should contain the minimum number of people sufficient to achieve a desired goal. Coalitions are difficult to maintain because members are tempted by other members to join other coalitions, and agreements are not enforceable (Mannix and Loewenstein 1993).

Trust and Temptation in Coalitions

Coalitional integrity is a function of the costs and rewards of coalitional ...

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