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In many negotiations, one individual sits down at the table to represent his or her own interests. This is also true in multiparty negotiations in which three, four, or even more individuals are negotiating to resolve their own interests. Team negotiations are different, however, because more than one individual represents each side. Team negotiations can become exceptionally complex because individuals must negotiate and resolve their interests and positions within each team, as well as between each team.

Advantages and Disadvantages of Teams

Is a team negotiation, that is, two groups negotiating against each other, likely to produce a better outcome than two individuals coming to the table? The discontinuity effect proposes that intergroup interaction will be more competitive than interindividual interaction, primarily because groups generate both more ...

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