Abstract

https://ssrn.com/abstract=1298512
 
 

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The Team Negotiation Challenge: Defining and Managing the Internal Challenges of Negotiating Teams


Kristin Behfar


University of California, Irvine

Ray Friedman


Vanderbilt University - Organizational Behavior

Jeanne M. Brett


Northwestern University - Kellogg School of Management

November 9, 2008

IACM 21st Annual Conference Paper

Abstract:     
Negotiation teams are widely used to negotiate on behalf of organizations, yet relatively little is known about how they overcome the challenges posed by within team dynamics to create a sound across-the-table team bargaining strategy. This paper presents a two phase analysis of accounts of negotiating team experiences collected from 45 executives. In the first phase we present a qualitative categorization of negotiating team challenges and management strategies. In the second phase we demonstrate that the match between challenges and management strategies and the quality of team process largely depends on how teams manage within team dynamics. Teams are more likely to be able to implement management strategies that match the challenges they face when teams also engage in substantive debates about negotiating team goals; teams are less likely to implement strategies that match team challenges when teams also engage in personality conflicts. Thus, substantive conflict helps rationalize team processes, while personality conflict undermines the development of appropriate team management strategies if not addressed appropriately.

Number of Pages in PDF File: 33


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Date posted: November 14, 2008  

Suggested Citation

Behfar, Kristin and Friedman, Ray and Brett, Jeanne M., The Team Negotiation Challenge: Defining and Managing the Internal Challenges of Negotiating Teams (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298512 or http://dx.doi.org/10.2139/ssrn.1298512

Contact Information

Kristin Behfar (Contact Author)
University of California, Irvine ( email )
Irvine, CA California 92697-3125
United States
Raymond A. Friedman
Vanderbilt University - Organizational Behavior ( email )
401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)
HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

Jeanne M. Brett
Northwestern University - Kellogg School of Management ( email )
2001 Sheridan Road
Evanston, IL 60208
United States
847-491-8075 (Phone)
847-491-8896 (Fax)
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