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Mind and Heart of the Negotiator, Second Edition, The
book

Mind and Heart of the Negotiator, Second Edition, The

by Leigh L. Thompson
October 2000
Intermediate to advanced
378 pages
14h 47m
English
Pearson
Content preview from Mind and Heart of the Negotiator, Second Edition, The

Coalitions

Coalitions face three sets of challenges: (1) the formation of the coalition, (2) coalition maintenance, and (3) the distribution of resources among coalition members. Next, we take up these challenges and provide strategies for maximizing coalition effectiveness.

Key Challenges of Coalitions

Optimal Coalition Size

What is the ideal size for a winning coalition? Ideally, coalitions should contain the minimum number of people sufficient to achieve a desired goal. Coalitions are difficult to maintain because members are tempted by other members to join other coalitions, and agreements are not enforceable (Mannix and Loewenstein 1993).

Trust and Temptation in Coalitions

Coalitional integrity is a function of the costs and rewards of coalitional ...

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Publisher Resources

ISBN: 0130179647Purchase book