The group and what happens on the way to ?Yes?

Abstract

Negotiation JournalVolume 7, Issue 2 p. 155-173 The Group and What Happens on the Way to “Yes” Deborah G. Ancona, Deborah G. Ancona Deborah G. Ancoma is Associate Professor of Organization Studies at the Sloan School of Management, Massachusetts Institute of Technology, 50 Memorial Drive, Cambridge, Mass. 02139.Search for more papers by this authorRaymond A. Friedman, Raymond A. Friedman Raymoad A. Friedman is Assistant Professor of Business Administration at the Harvard Business School, Soldiers Field, Boston, Mass. 02163.Search for more papers by this authorDeborah M. Kolh, Deborah M. Kolh Deborah M. Kolb is Professor of Management at the Simmons College Graduate School of Management, Boston and Associate Director of the Program on Negotiation at Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this author Deborah G. Ancona, Deborah G. Ancona Deborah G. Ancoma is Associate Professor of Organization Studies at the Sloan School of Management, Massachusetts Institute of Technology, 50 Memorial Drive, Cambridge, Mass. 02139.Search for more papers by this authorRaymond A. Friedman, Raymond A. Friedman Raymoad A. Friedman is Assistant Professor of Business Administration at the Harvard Business School, Soldiers Field, Boston, Mass. 02163.Search for more papers by this authorDeborah M. Kolh, Deborah M. Kolh Deborah M. Kolb is Professor of Management at the Simmons College Graduate School of Management, Boston and Associate Director of the Program on Negotiation at Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this author First published: April 1991 https://doi.org/10.1111/j.1571-9979.1991.tb00611.xCitations: 18AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinkedInRedditWechat Citing Literature Volume7, Issue2April 1991Pages 155-173 RelatedInformation