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Teamverhandlungen – eine differenzierte Betrachtung von Vorteilen und Nebenwirkungen des Einsatzes von Teams in Verhandlungen

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  • Zerres,

Abstract

The applied question whether teams or individuals should be sent to the negotiation table is under open dispute in both, research and practice. This paper provides a differentiated discussion of the currently available relevant empirical evidence. It further provides concrete suggestions for a conditional model that helps managers making this everyday business decision.

Suggested Citation

  • Zerres,, 2018. "Teamverhandlungen – eine differenzierte Betrachtung von Vorteilen und Nebenwirkungen des Einsatzes von Teams in Verhandlungen," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 27-36.
    • Handle: RePEc:nms:untern:10.5771/0042-059x-2018-1-27
    DOI: 10.5771/0042-059X-2018-1-27
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