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Top Management Teams by Annaloes M.L. Raes

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Managing Information Exchange and Mutual Influencing

To manage the processes of information exchange and mutual influencing, TMTs should strive for high levels of cognitive flexibility during the information exchange process and integrative bargaining during the mutual influencing process. I will now discuss cognitive flexibility and integrative bargaining in more detail.

Cognitive Flexibility

The theory of information processing suggests that with the complexity and multidimensionality of strategic decisions, the discrepant information from the TMT and middle managers, based on their organizational functions and perspectives, should increase decision quality.39 However, for this discrepant information to be beneficial, it must be made explicit ...

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