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dc.contributor.authorDoyle, Sarah P.
dc.contributor.authorChung, Seunghoo
dc.contributor.authorLount, Robert B.
dc.contributor.authorSwaab, Roderick I
dc.contributor.authorRathjens, Jake
dc.date.accessioned2022-04-11T18:59:15Z
dc.date.available2022-04-11T18:59:15Z
dc.date.issued2022-04-05
dc.identifier.citationDoyle, S. P., Chung, S., Lount Jr, R. B., Swaab, R. I., & Rathjens, J. (2022). Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value Claiming Behavior. Academy of Management Journal, (ja).en_US
dc.identifier.issn0001-4273
dc.identifier.doi10.5465/amj.2019.1381
dc.identifier.urihttp://hdl.handle.net/10150/663902
dc.description.abstractAlthough teams of negotiators are widely assumed to be better at unlocking integrative solutions than individual negotiators, the interteam negotiation context is characterized by unique challenges which can make effective collaboration between teams difficult. We extend our theoretical understanding of interteam negotiations by offering novel insights about when and why teams realize their potential in integrative negotiations. Specifically, we propose a theoretical model that explains how hierarchical team structures reduce information elaboration within teams, which reinforces “fixed-pie” assumptions that prompt the reliance on value claiming behaviors between teams and lower high-quality outcomes such as the joint gain achieved. Across four studies, each involving interactive team-on-team negotiations, we provide support for the hypothesized effects of formal intrateam hierarchies on joint gain, and test a useful intervention to mitigate the harmful effects of hierarchically structured teams at the negotiation table. Contributions to the literatures on team negotiations, interteam collaboration, and hierarchical differences within teams are discussed.en_US
dc.language.isoenen_US
dc.publisherAcademy of Managementen_US
dc.rightsCopyright © 2022 Academy of Management.en_US
dc.rights.urihttp://rightsstatements.org/vocab/InC/1.0/en_US
dc.titleHierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value Claiming Behavioren_US
dc.typeArticleen_US
dc.identifier.eissn1948-0989
dc.contributor.departmentUniversity of Arizona Eller College of Managementen_US
dc.identifier.journalAcademy of Management Journalen_US
dc.description.note12 month embargo; published online: 5 April 2022en_US
dc.description.collectioninformationThis item from the UA Faculty Publications collection is made available by the University of Arizona with support from the University of Arizona Libraries. If you have questions, please contact us at repository@u.library.arizona.edu.en_US
dc.eprint.versionFinal accepted manuscripten_US
dc.identifier.pii10.5465/amj.2019.1381
dc.source.journaltitleAcademy of Management Journal


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