lower profits than solos in negotiations with a prisoner’s dilemma structure. Thus, because teams are more self …-interested and less trusted than individuals, they can be a liability in negotiations in which the parties’ interests are opposed … context is one that allows for coordination and integrative tradeoffs, such as multi-issue deal-making negotiations, versus …

We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …

Ein zentrales Charakteristikum industrieller Verhandlungen ist, dass diese im Team und nicht von Einzelpersonen geführt …