The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation

Helena Desivilya-Syna

Chapter 22 in Negotiation Excellence:Successful Deal Making, 2014, pp 371-389 from World Scientific Publishing Co. Pte. Ltd.

Abstract: This chapter focuses on two wide-spread social and organizational phenomena: teams and negotiation. Understanding the intersection between teamwork and negotiation becomes vital in the era of globalization with its mounting competition and concomitant growing interdependencies among individuals, groups and organizations. Effective collaboration within team structures may provide a competitive advantage and foster sustainability (Richter et al., 2006). Consequently, teams of practitioners collaborate with academics in development projects, business organizations form strategic alliances, leveraging their advantage over other companies and residents in communities build partnerships and networks to muster scarce resources (Tomlinson, 2005)…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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