Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations
| Autor: | Philipp Alexander Freund, Joachim Hüffmeier, Alfred Zerres, Klaus Backhaus, Roman Trötschel, Guido Hertel |
|---|---|
| Přispěvatelé: | Brain and Cognition, International Strategy & Marketing (ABS, FEB), Faculteit Economie en Bedrijfskunde |
| Rok vydání: | 2018 |
| Předmět: |
business.industry
Strategy and Management media_common.quotation_subject 05 social sciences synergy 050109 social psychology Public relations integrative negotiation Negotiation 0502 economics and business Table (database) Management studies 0501 psychology and cognitive sciences team negotiation Business 050203 business & management Finance media_common |
| Zdroj: | Hüffmeier, J, Zerres, A, Freund, P A, Backhaus, K, Trötschel, R & Hertel, G 2019, ' Strong or weak synergy? : Revising the assumption of team-specific advantages in integrative negotiations ' Journal of Management, vol 45, no. 7, pp. 2721-2750 . DOI: 10.1177/0149206318770245 Hüffmeier, J, Zerres, A, Freund, P A, Backhaus, K, Trötschel, R & Hertel, G 2019, ' Strong or weak synergy? Revising the assumption of team-specific advantages in integrative negotiations ', Journal of Management, vol. 45, no. 7, pp. 2721-2750 . https://doi.org/10.1177/0149206318770245 Journal of Management, 45(7). SAGE Publications Inc. |
| ISSN: | 1557-1211 0149-2063 |
| DOI: | 10.1177/0149206318770245 |
| Popis: | When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes. Similarly, theoretical accounts of integrative negotiations assume higher outcomes for teams than for individual negotiators as a consequence of team-related advantages (e.g., increased information processing and problem-solving capabilities). In this study, we challenge this established assumption and across three negotiations and various empirical tests, we show that the advantages of teams are merely the result of individual-level processes (i.e., one person asking interest-related questions). Moreover, Bayesian estimation supported our claim and rejected the extant account: The probability of the teams achieving better outcomes than the best individuals in commensurate nominal groups (i.e., strong synergy) was up to four times smaller than the probability of the teams not achieving better results than the best individuals in commensurate nominal groups. Finally, in the majority of our analyses, individual negotiators generated better relationship outcomes than teams even though the economic outcomes were comparable. On the basis of these results, we revise the assumption of team-related advantages in integrative negotiations. We discuss the implications of our results for future negotiation research and for the practical assignment of teams or individuals to negotiations. © 2018, The Author(s) 2018. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
|