Negotiation Teamwork: The Impact of Information Distribution and Accountability on Performance Depends on the Relationship among Team Members

Organizational Behavior and Human Decision Processes

Volumn 72, Issue 3, 1997, Pages 364-383

  Peterson, Erika ^a   Thompson, Leigh ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0003377527     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1006/obhd.1997.2747     Document Type: Article

References (23)

1. Argyris C. T-groups for organizational effectiveness. Harvard Business Review. 42:1964;60-74.
2. Blake R. R., Mouton J. S. The managerial grid. 1964;Houston: Gulf.
3. Carnevale P., Pruitt D., Britton S. Looking tough: The negotiator under constituent surveillance. Personality and Social Psychology Bulletin. 5:1979;118-121.
4. Carnevale P., Pruitt D., Seilheimer S. Looking and competing: Accountability and visual access in integrative bargaining. Journal of Personality and Social Psychology. 40:1981;111-120.
5. Evans C. R., Dion K. L. Group cohesion and performance: A meta-analysis. Small Group Research. 22:1991;175-186.
6. Fry W. R., Firestone I., Williams D. Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose? Basic and Applied Social Psychology. 4:1983;1-16.
7. Guzzo R. A., Salas E. Team effectiveness and decision making in organizations. 1995;San Francisco: Jossey-Bass.
8. Hackman J. R. Groups that work and those that don't. 1990;San Francisco: Jossey-Bass.
9. Klimoski R., Mohammed S. Team mental model: Construct or metaphor? Journal ofManagement. 20:1994;403-437.
10. Liang D. W., Moreland R., Argote L. Group versus individual training and groupperformance: The mediating factors of transactive memory. Personality and Social PsychologyBulletin. 21:1995;384-393.
11. Likert R. New patterns of management. 1961;New York: McGraw-Hill.
12. McGregor D. The human side of enterprise. 1960;New York: McGraw-Hill.
13. Mohrman S. A., Cohen S. G., Mohrman A. M. Designing team-based organizations. 1995;San Francisco: Jossey-Bass.
14. Morgan B. B., Bowers C. A. Teamwork stress: Implications for team decision making. Team effectiveness and decision making in organizations. 1995;San Francisco: Jossey-Bass.
15. Mullen B., Copper C. The relationship between group cohesiveness and performance: An integration. Psychological Bulletin. 115:1994;210-227.
16. Porac J. F., Thomas H. Taxonomic mental models in competitor definition. Academy of Management Review. 15:1990;224-240.
17. Tetlock P. Accountability: A social check on the fundamental attribution error. Social Psychology Quarterly. 48:1985;227-236.
18. Tetlock P. The impact of accountability on judgment and choice: Toward a social contingency model. Advances in Experimental Social Psychology. 25:1992;331-376.
19. Thompson, L. T. DeHarpport, Relationships, good incompatibility, and communal orientation in negotiations, Basic and Applied Social Psychology.
20. Thompson L., Hrebec D. Lose-lose agreements in interdependent decision making. Psychological Bulletin. 120:1996;396-409.
21. Thompson L., Peterson E., Brodt S. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. 70:1996;66-78.
22. Wegner D. Transactive memory: A contemporary analysis of the group mind. Mullen B., Goethals G. Theories of group behavior. 1986;185-208 New York: Springer-Verlag.
23. Wegner D., Erber R., Raymond P. Transactive memory in close relationships. Journal of Personality and Social Psychology. 61:1991;923-929.