Research on Managing Groups and Teams
نویسندگان
چکیده
Purpose – Recent research has highlighted the importance of individuals’ beliefs regarding the malleability or fixedness of negotiator characteristics as key determinants of negotiation processes and performance. In this chapter, we examine how these implicit negotiation beliefs affect negotiation at the team level. Approach – We explore the effects of implicit negotiation beliefs on team negotiation by articulating a model that considers their impact on important group processes such as goal setting, conflict, and communication. Findings – We propose that individuals’ beliefs regarding the fixedness of negotiator characteristics affect team negotiation processes and outcomes, in particular through their effect on interpersonal processes within a negotiation team. We expect that individuals who believe that negotiator characteristics are malleable will focus on long-term success, will devote relatively high levels of effort toward the team’s goals, and will share and discuss important information with other members of the team. Negotiation and Groups Research on Managing Groups and Teams, Volume 14, 137–161 Copyright r 2011 by Emerald Group Publishing Limited All rights of reproduction in any form reserved ISSN: 1534-0856/doi:10.1108/S1534-0856(2011)0000014009
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