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When are teams an asset in negotiations and when are they a liability?
Cohen, Taya R.; Thompson, Leigh L. - In: Negotiation and groups, (pp. 3-34). 2011
Persistent link: https://www.econbiz.de/10009232092
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The impact of team characteristics on the course and outcome of intergroup price negotiations
Backhaus, Klaus; Doorn, Jenny van; Wilken, Robert - In: Journal of business-to-business marketing 15 (2008) 4, pp. 365-396
Persistent link: https://www.econbiz.de/10003804722
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Does pre-play social interaction improve negotiation outcomes?
Cabrales, Antonio; Brañas-Garza, Pablo; Mateu, Guillermo; … - 2018
Persistent link: https://www.econbiz.de/10012113070
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Does pre-play social interaction improve negotiation outcomes?
Brañas-Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; … - 2018
We study experimentally the impact of pre-play social interactions on negotiations. These interactions are often …
Persistent link: https://www.econbiz.de/10011955642
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Social interaction and negotiation outcomes : an experimental approach
Brañas-Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; … - In: Journal of behavioral and experimental economics 102 (2023), pp. 1-18
Persistent link: https://www.econbiz.de/10014283872
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Optimierung von Verhandlungsteams : Der Einflussfaktor Hierarchie
Barisch, Sina - 2011
Ein zentrales Charakteristikum industrieller Verhandlungen ist, dass diese im Team und nicht von Einzelpersonen geführt …
Persistent link: https://www.econbiz.de/10014425330
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Swift trust and temporary groups
Meyerson, Debra; Weick, Karl E.; Kramer, Roderick Moreland - In: Organizational trust : a reader, (pp. 415-444). 2007
Persistent link: https://www.econbiz.de/10003446721
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Different aspects of the composition of nascent entrepreneurial teams
Sonderegger, Rolf - 2010
Persistent link: https://www.econbiz.de/10008696061
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Strategic demonstration of problem solutions by groups : the effects of member preferences, confidence, and learning goals
Aramovich, Nicholas P.; Larson, James R. - In: Organizational behavior and human decision processes : … 122 (2013) 1, pp. 36-52
Persistent link: https://www.econbiz.de/10009769013
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Reducing within-group overconfidence through group identity and between-group confidence judgments
Brookins, Philip; Lucas, Adriana; Ryvkin, Dmitry - In: Journal of economic psychology : research in economic … 44 (2014), pp. 1-12
Persistent link: https://www.econbiz.de/10010472911