Book Chapter


Yeri Cho, Jennifer R Overbeck, Peter J Carnevale

NEGOTIATION AND GROUPS | Research on Managing Groups and Teams | EMERALD GROUP PUBLISHING LTD | Published : 2011


Purpose - Although extensive research shows that power affects negotiator performance, few efforts have been made to investigate how status conflict among negotiators affects negotiation. This chapter addresses this limitation and explores the question that when groups experience status conflict while simultaneously conducting negotiations, how this status conflict affects negotiator behavior and negotiation outcome. Approach - We define three basic forms of status contest and develop 12 propositions about the impact of status conflict on between-group negotiator behavior and negotiation outcome. Findings - We propose that when negotiating with an outgroup, negotiators who experience within-..

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