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Groups and Solos in Context: The Effects of Accountability on Team Negotiation

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  • O'Connor, Kathleen M.

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  • O'Connor, Kathleen M., 1997. "Groups and Solos in Context: The Effects of Accountability on Team Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(3), pages 384-407, December.
    • Handle: RePEc:eee:jobhdp:v:72:y:1997:i:3:p:384-407
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    References listed on IDEAS

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    1. Simonson, Itamar & Nye, Peter, 1992. "The effect of accountability on susceptibility to decision errors," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(3), pages 416-446, April.
    2. Clyman, Dana R., 1995. "Measures of Joint Performance in Dyadic Mixed-Motive Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(1), pages 38-48, October.
    3. Ancona, Deborah G. (Deborah Gladstein). & Friedman, Ray. & Kolb, Deborah M., 1991. "The group and what happens on the way to 'yes'," Working papers 3262-91., Massachusetts Institute of Technology (MIT), Sloan School of Management.
    4. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    5. Murphy, Rodolfo, 1994. "The Effects of Task Characteristics on Covariation Assessment: The Impact of Accountability and Judgment Frame," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 139-155, October.
    6. Gruenfeld, Deborah H & Mannix, Elizabeth A. & Williams, Katherine Y. & Neale, Margaret A., 1996. "Group Composition and Decision Making: How Member Familiarity and Information Distribution Affect Process and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(1), pages 1-15, July.
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    Cited by:

    1. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
    2. Brodt, Susan E. & Tuchinsky, Marla, 2000. "Working Together but in Opposition: An Examination of the "Good-Cop/Bad-Cop" Negotiating Team Tactic," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 155-177, March.
    3. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
    4. O'Connor, Kathleen M. & Arnold, Josh A., 2001. "Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 84(1), pages 148-176, January.
    5. Moon, Henry & Conlon, Donald E. & Humphrey, Stephen E. & Quigley, Narda & Devers, Cynthia E. & Nowakowski, Jaclyn M., 2003. "Group decision process and incrementalism in organizational decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 92(1-2), pages 67-79.

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