Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations



Anderson, E., Oliver, R. L. 1987. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing, 51(4): 7688. Google Scholar, ISI
Andraszewicz, S., Scheibehenne, B., Rieskamp, J., Grasman, R., Verhagen, J., Wagenmakers, E. J. 2015. An introduction to Bayesian hypothesis testing for management research. Journal of Management, 41: 521543. Google Scholar, SAGE Journals, ISI
Barr, S. H., Conlon, E. J. 1994. Effects of distribution of feedback in work groups. Academy of Management Journal, 37: 641655. Google Scholar, ISI
Behfar, K. J., Peterson, R. S., Mannix, E. A., Trochim, W. M. K. 2008. The critical role of conflict resolution in teams: A close look at the links between conflict type, conflict management strategies, and team outcomes. Journal of Applied Psychology, 93: 170188. Google Scholar, Medline, ISI
Bies, R. J., Shapiro, D. L. 1988. Voice and justification: Their influence on procedural fairness judgments. Academy of Management Journal, 31: 676685. Google Scholar, ISI
Brett, J., Thompson, L. 2016. Negotiation. Organizational Behavior and Human Decision Processes, 136: 6879. Google Scholar
Bright, D., Parkin, W. 1998. How negotiators work in teams. Management Research News, 21: 2036. Google Scholar
Brodt, S., Thompson, L. 2001. Negotiating teams: A level of analysis approach. Group Dynamics: Theory, Research, and Practice, 5: 208219. Google Scholar, ISI
Chen, F. S., Minson, J. A., Tormala, Z. L. 2010. Tell me more: The effects of expressed interest on receptiveness during dialogue. Journal of Experimental Social Psychology, 46: 850853. Google Scholar, ISI
Cohen, J. 1992. A power primer. Psychological Bulletin, 112: 155159. Google Scholar, Medline, ISI
Cohen, T. R., Thompson, L. L. 2011. When are teams an asset in negotiations and when are they a liability? In Mannix, E., Neale, M., Overbeck, J. (Eds.), Research on managing groups and teams: Negotiation in groups, vol. 14: 334. Bingley, England: Emerald. Google Scholar
Cronin, M. A., Weingart, L. R., Todorova, G. 2011. Dynamics in groups: Are we there yet? The Academy of Management Annals, 5: 571612. Google Scholar, ISI
Curhan, J. R., Brown, A. D. 2012. Parallel and divergent predictors of objective and subjective value in negotiation. In Cameron, K. S., Spreitzer, G. M. (Eds.), Oxford handbook of positive organizational scholarship: 579590. New York: Oxford University Press. Google Scholar
Curhan, J. R., Elfenbein, H. A., Kilduff, G. J. 2009. Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations. Journal of Applied Psychology, 94: 524534. Google Scholar, Medline, ISI
Curhan, J. R., Elfenbein, H. A., Xu, A. 2006. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology, 91: 493512. Google Scholar, Medline, ISI
De Dreu, C. K. W . 2010. Social conflict: The emergence and consequences of struggle and negotiation. In Fiske, S. T., Gilbert, D. T., Lindzey, G. (Eds.), Handbook of social psychology: 9831023. New York: Wiley. Google Scholar
De Dreu, C. K. W., Gelfand, M. J. (Eds.). 2007. The psychology of conflict and conflict management in organizations. San Francisco: Jossey-Bass. Google Scholar
De Dreu, C. K., Koole, S. L., Steinel, W. 2000. Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. Journal of Personality and Social Psychology, 79: 975987. Google Scholar, Medline, ISI
De Dreu, C. K. W., Nijstad, B. A., van Knippenberg, D. 2008. Motivated information processing in group judgment and decision making. Personality and Social Psychology Review, 12: 2249. Google Scholar, SAGE Journals, ISI
De Dreu, C. K., Weingart, L. R., Kwon, S. 2000. Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78: 889905. Google Scholar, Medline, ISI
Delveccio, S. K. 2014. The duality of e-monitoring: Harmful or helpful? Marketing Management Journal, 24: 186205. Google Scholar
Diehl, M., Stroebe, W. 1991. Productivity loss in idea-generating groups: Tracking down the blocking effect. Journal of Personality and Social Psychology, 61: 392403. Google Scholar, ISI
Dienes, Z. 2014. Using Bayes to get the most out of non-significant results. Frontiers in Psychology, 5: 781. https://www.frontiersin.org/articles/10.3389/fpsyg.2014.00781/full Google Scholar
Fairfield, K. D., Allred, K. G. 2007. Skillful inquiry as a means to success in mixed-motive negotiation. Journal of Applied Social Psychology, 37: 18371855. Google Scholar
Froman, L. A., Cohen, M. D. 1970. Compromise and logroll: Comparing the efficiency of two bargaining processes. Behavioral Science, 15: 180183. Google Scholar
Gelfand, M. J., Brett, J., Gunia, B. C., Imai, L., Huang, T.-J., Hsu, B.-F. 2013. Toward a culture-by-context perspective on negotiation: Negotiating teams in the United States and Taiwan. Journal of Applied Psychology, 98: 504513. Google Scholar, Medline
Grice, H. P. 1975. Logic and conversation. In Cole, P., Morgan, J. L. (Eds.), Syntax and semantics: Speech acts, vol. 3: 4158. San Diego: Academic Press. Google Scholar
Gross, M. A., Guerrero, L. K. 2000. Managing conflict appropriately and effectively: An application of the competence model to Rahim’s organizational conflict styles. International Journal of Conflict Management, 11: 200226. Google Scholar, ISI
Harinck, F., De Dreu, C. K. W. 2004. Negotiating interests or values and reaching integrative agreements: The importance of time pressure and temporary impasses. European Journal of Social Psychology, 34: 595611. Google Scholar, ISI
Hill, G. W. 1982. Group versus individual performance: Are N + 1 heads better than one? Psychological Bulletin, 91: 517539. Google Scholar, ISI
Hinsz, V. B., Tindale, R. S., Vollrath, D. A. 1997. The emerging conceptualization of groups as information processors. Psychological Bulletin, 121: 4364. Google Scholar, Medline, ISI
Isenberg, D. J. 1986. Group polarization: A critical review and meta-analysis. Journal of Personality and Social Psychology, 50: 11411151. Google Scholar, ISI
Karau, S. J., Williams, K. D. 1993. Social loafing: A meta-analytic review and theoretical integration. Journal of Personality and Social Psychology, 65: 681706. Google Scholar, ISI
Katrichis, J. M. 1998. Exploring departmental level interaction patterns in organizational purchasing decisions. Industrial Marketing Management, 27: 135146. Google Scholar
Kemp, K. E., Smith, W. P. 1994. Information exchange, toughness, and integrative bargaining: The roles of explicit cues and perspective-taking. International Journal of Conflict Management, 5: 521. Google Scholar, ISI
Kim, J.-S., Bolt, D. M. 2007. Estimating item response theory models using Markov chain Monte Carlo methods. Educational Measurement: Issues and Practice, 26(4): 3851. Google Scholar
Larson, J. R. 2010. In search of synergy in small group performance. New York: Psychology Press. Google Scholar
Laughlin, P. R. 1980. Social combination processes in cooperative problem-solving groups on verbal intellective tasks. In Fishbein, M. (Ed.), Progress in social psychology: 127155. Hillsdale, NJ: Erlbaum. Google Scholar
Laughlin, P. R., Adamopoulos, J. 1980. Social combination processes and individual learning for six-person cooperative groups on an intellective task. Journal of Personality and Social Psychology, 38: 941947. Google Scholar
Laughlin, P. R., Ellis, A. L. 1986. Demonstrability and social combination processes on mathematical intellective tasks. Journal of Experimental Social Psychology, 22: 177189. Google Scholar, ISI
Laughlin, P. R., Zander, M. L., Knievel, E. M., Tan, T. K. 2003. Groups perform better than the best individuals on letters-to-numbers problems: Informative equations and effective strategies. Journal of Personality and Social Psychology, 85: 684694. Google Scholar, Medline, ISI
Moran, S., Bereby-Meyer, Y., Bazerman, M. 2008. Stretching the effectiveness of analogical training in negotiations: Teaching diverse principles for creating value. Negotiation and Conflict Management Research, 1: 99134. Google Scholar
Morgan, P. M., Tindale, R. S. 2002. Group vs. individual performance in mixed-motive situations: Exploring an inconsistency. Organizational Behavior and Human Decision Processes, 87: 4465. Google Scholar, ISI
Morris, M. W., Larrick, R. P., Su, S. K. 1999. Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits. Journal of Personality and Social Psychology, 77: 5276. Google Scholar, ISI
Murnighan, J. K., Babcock, L., Thompson, L., Pillutla, M. 1999. The information dilemma in negotiations: Effects of experience, incentives, and integrative potential. International Journal of Conflict Management, 10: 313339. Google Scholar
Nadler, J., Thompson, L., Van Boven, L. 2003. Learning negotiation skills: Four models of knowledge creation and transfer. Management Science, 49: 529540. Google Scholar, ISI
Naquin, C. E., Kurtzberg, T. 2009. Team negotiation and perceptions of trustworthiness: The whole versus the sum of the parts. Group Dynamics: Theory, Research, and Practice, 13: 133150. Google Scholar
O’Connor, K. M. 1997. Groups and solos in context: The effects of accountability on team negotiation. Organizational Behavior and Human Decision Processes, 72: 384407. Google Scholar, Medline
Orlitzky, M. 2012. How can significance testing be deinstitutionalized? Organizational Research Methods, 15: 199228. Google Scholar, SAGE Journals, ISI
Perdue, B. C. 1989. The size and composition of the buying firm’s negotiation team in rebuys of component parts. Journal of the Academy of Marketing Science, 17: 121128. Google Scholar, SAGE Journals
Phillips, J. F. 1993. Predicting negotiation skills. Journal of Business and Psychology, 7: 403411. Google Scholar
Polzer, J. T. 1996. Intergroup negotiations: The effects of negotiating teams. Journal of Conflict Resolution, 4: 678698. Google Scholar, SAGE Journals
Schafer, J. L., Graham, J. W. 2002. Missing data: Our view of the state of the art. Psychological Methods, 7: 147177. Google Scholar, Medline, ISI
Schultze, T., Mojzisch, A., Schulz-Hardt, S. 2012. Why groups perform better than individuals at quantitative judgment tasks: Group-to-individual transfer as an alternative to differential weighting. Organizational Behavior and Human Decision Processes, 118: 2436. Google Scholar
Steinel, W., Abele, A. E., De Dreu, C. K. W. 2007. Effects of experience and advice on progress and performance in negotiations. Group Processes & Intergroup Relations, 10: 533550. Google Scholar, SAGE Journals, ISI
Steiner, I. D. 1972. Group process and productivity. New York: Academic Press. Google Scholar
Tabachnik, B. G., Fidell, L. S. 2012. Using multivariate statistics (6th ed.). Essex, England: Prentice Hall. Google Scholar
Taylor, D. W. 1954. Problem solving by groups. Proceedings of the XIV International Congress of Psychology: 218219. Amsterdam: North Holland. Google Scholar
Taylor, D. W., McNemar, O. W. 1955. Problem solving and thinking. Annual Review of Psychology, 6: 455482. Google Scholar, Medline, ISI
Thompson, L. L. 1990. The influence of experience on negotiation performance. Journal of Experimental Social Psychology, 26: 528544. Google Scholar
Thompson, L. L. 1991. Information exchange in negotiation. Journal of Experimental Social Psychology, 27: 161179. Google Scholar, ISI
Thompson, L., Hastie, R. 1990. Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47: 98123. Google Scholar, ISI
Thompson, L. L., Hrebec, D. 1996. Lose–lose agreements in interdependent decision making. Psychological Bulletin, 120: 396409. Google Scholar, ISI
Thompson, L. L., Peterson, E., Brodt, S. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology, 70: 6678. Google Scholar, ISI
Trötschel, R., Hüffmeier, J., Loschelder, D. D. 2010. When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations. Group Processes & Intergroup Relations, 13: 741763. Google Scholar, SAGE Journals, ISI
Turner, J. C., Hogg, M. A., Oakes, P. J., Reicher, S. D., Wetherell, M. S. 1987. Rediscovering the social group: A self-categorization theory. Cambridge, MA: Basil Blackwell. Google Scholar
Tutzauer, F., Roloff, M. E. 1988. Communication processes leading to integrative agreements. Communication Research, 15: 360380. Google Scholar, SAGE Journals, ISI
Tyler, T. R., Rasinski, K. A., Spodick, N. 1985. Influence of voice on satisfaction with leaders: Exploring the meaning of process control. Journal of Personality and Social Psychology, 48: 7281. Google Scholar, ISI
Waller, M. J., Okhuysen, G. A., Saghafian, M. 2016. Conceptualizing emergent states: A strategy to advance the study of group dynamics. The Academy of Management Annals, 10: 561598. Google Scholar
Walton, R., McKersie, B. 1965. A behavioral theory of labor negotiations: An analysis of a social interaction system. Ithaca, NY: McGraw-Hill. Google Scholar
Wildschut, T., Insko, C. A. 2007. Explanations of interindividual–intergroup discontinuity: A review of the evidence. European Review of Social Psychology, 18: 175211. Google Scholar, ISI
Wildschut, T., Pinter, B., Vevea, J. L., Insko, C. A., Schopler, J. 2003. Beyond the group mind: A quantitative review of the interindividual-intergroup discontinuity effect. Psychological Bulletin, 129: 698722. Google Scholar, Medline, ISI
Yuan, Y., MacKinnon, D. P. 2009. Bayesian mediation analysis. Psychological Methods, 14: 301322. Google Scholar, Medline, ISI
Zerres, A., Hüffmeier, J. 2011. Too many cooks spoil the soup: How negotiating teams deteriorate the negotiators’ relationship. Die Betriebswirtschaft, 71: 559575. Google Scholar
Zyphur, M. J., Oswald, F. L. 2015. Bayesian estimation and inference: A user’s guide. Journal of Management, 41: 390420. Google Scholar, SAGE Journals, ISI



Source link

Telefono: 081 18676363
Fax: 081 18676362
80133, Napoli, Italy
Piazza Bovio 33