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INTEREST ALIGNMENT AND COALITIONS IN MULTIPARTY NEGOTIATION.

Jeffrey T. Polzer¹; Elizabeth A. Mannix²; Margaret A. Neale³

¹ The University of Texas at Austin · ² Northumbria University · ³ Stanford University

This study tested hypotheses developed from the distinct literatures on negotiations and coalitions and hypotheses integrating the two. In a complex, three-person negotiation simulation, subjects h...

DOI

10.2307/256896

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