| Popis: |
Negotiations between teams are pervasive. Whereas the presence of a team can help to create value and promote win-win outcomes, deals reached by negotiating teams often fall short of reaching their full potential due to competition between teams. Building upon insights from group dynamics and intergroup psychology, the current dissertation seeks to examine how team composition can promote high-quality outcomes in an inter-team negotiation context. Specifically, I examine how a contrast effect created by within-team role differentiation (i.e., the good-cop/bad-cop role differentiation strategy) can influence both how value is created and claimed in the negotiation. Results from three interactive team-on-team negotiation experiments support the expectation that greater value is created (i.e., more joint gain) when one team uses the good-cop/bad-cop strategy. However, results also show that the good-cop/bad-cop team also claims more of the value created as compared to the other team. Together, these results help advance our understanding of how team structure can affect negotiation processes and outcomes when teams negotiate. |
