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  • For the sake of the team: Unity and disunity in a multiparty Major League baseball negotiation

    Author(s)
    Crump, L
    Griffith University Author(s)
    Crump, Larry
    Year published
    2005
    Metadata
    Show full item record
    Abstract
    "Divide and conquer" is a well-known expression although the literature on distributive negotiation offers little theory in support of this technique. This article develops theory to explain increases or decreases in unity and disunity in organizational settings. In so doing, this study identifies reframing as a technique that can be used strategically to create disunity between cooperating parties on the same side in a negotiation. This paper also develops theory and techniques that can enhance unity between cooperating parties including techniques to protect against the infusion of disunity that may be sponsored by the ...
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    "Divide and conquer" is a well-known expression although the literature on distributive negotiation offers little theory in support of this technique. This article develops theory to explain increases or decreases in unity and disunity in organizational settings. In so doing, this study identifies reframing as a technique that can be used strategically to create disunity between cooperating parties on the same side in a negotiation. This paper also develops theory and techniques that can enhance unity between cooperating parties including techniques to protect against the infusion of disunity that may be sponsored by the opposition. Dividing techniques and unifying techniques are both components of a larger negotiation theory that seeks to evaluate actions designed to strategically modify the degree of unity between parties working together in distributive settings.
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    Journal Title
    Negotiation Journal
    Volume
    21
    Issue
    3
    Publisher URI
    http://www.blackwell-synergy.com/doi/full/10.1111/j.1571-9979.2005.00067.x
    DOI
    https://doi.org/10.1111/j.1571-9979.2005.00067.x
    Copyright Statement
    © 2005 Blackwell Publishing. The definitive version is available at [www.blackwell-synergy.com.]
    Subject
    Business and Management
    Law
    Publication URI
    http://hdl.handle.net/10072/4621
    Collection
    • Journal articles

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