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

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Title For the sake of the team: Unity and disunity in a multiparty Major League baseball negotiation
Author Crump, Larry
Journal Name Negotiation Journal
Editor Michael Wheeler
Year Published 2005
Place of publication USA
Publisher Blackwell Publishing Inc.
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.
Peer Reviewed Yes
Published Yes
Publisher URI http://www.blackwell-synergy.com/doi/full/10.1111/j.1571-9979.2005.00067.x
Alternative URI http://www.blackwell-synergy.com/doi/abs/10.1111/j.1571-9979.2005.00067.x
Copyright Statement Copyright 2005 Blackwell Publishing. The definitive version is available at [www.blackwell-synergy.com.]
Volume 21
Issue Number 3
Page from 317
Page to 341
ISSN 0748-4526
Date Accessioned 2006-01-06
Date Available 2007-03-19T21:43:33Z
Language en_AU
Research Centre Griffith Asia Institute
Faculty Griffith Business School
Subject Business and Management
URI http://hdl.handle.net/10072/4621
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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