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dc.contributor.authorCrump, Larryen_US
dc.contributor.editorMichael Wheeleren_US
dc.date.accessioned2017-04-24T09:52:32Z
dc.date.available2017-04-24T09:52:32Z
dc.date.issued2005en_US
dc.date.modified2007-03-19T21:43:33Z
dc.identifier.issn07484526en_US
dc.identifier.doi10.1111/j.1571-9979.2005.00067.xen_AU
dc.identifier.urihttp://hdl.handle.net/10072/4621
dc.description.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 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.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherBlackwell Publishing Inc.en_US
dc.publisher.placeUSAen_US
dc.publisher.urihttp://www.blackwell-synergy.com/doi/full/10.1111/j.1571-9979.2005.00067.xen_AU
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofpagefrom317en_US
dc.relation.ispartofpageto341en_US
dc.relation.ispartofissue3en_US
dc.relation.ispartofjournalNegotiation Journalen_US
dc.relation.ispartofvolume21en_US
dc.rights.retentionNen_AU
dc.subject.fieldofresearchcode350299en_US
dc.titleFor the sake of the team: Unity and disunity in a multiparty Major League baseball negotiationen_US
dc.typeJournal articleen_US
dc.type.descriptionC1 - Peer Reviewed (HERDC)en_US
dc.type.codeC - Journal Articlesen_US
gro.facultyGriffith Business School, Department of International Business and Asian Studiesen_US
gro.rights.copyrightCopyright 2005 Blackwell Publishing. The definitive version is available at [www.blackwell-synergy.com.]en_AU
gro.date.issued2005
gro.hasfulltextNo Full Text


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