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

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Team Negotiation

Consider the following situations:

  • a husband and wife negotiating with a salesperson on the price of a new car

  • a group of disgruntled employees who approach management about wages and working conditions

  • a large software company approaching a small software company concerning a joint venture.

In all of these examples, people join together on one side of the bargaining table as a team. Presumably, in each of these cases, one member could do all the negotiating for the team, but teams believe that they will be more effective if they are both at the bargaining table. Unlike solo negotiators, members of negotiating teams may play different roles for strategic reasons, such as “good cop-bad cop” (Brodt and Tuchinsky 2000). Are teams ...

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