Conflict and Strategic Choice: How Top Management Teams Disagree
Abstract
Substantive conflict is natural within top management teams as executives struggle with making high-stakes choices under conditions of ambiguity and uncertainty. Yet, many top management teams fail to sufficiently debate appropriate courses of action. This article reports on a field study of top management teams and examines four managerial levers that can help executives overcome the cognitive, emotional, and political barriers to engaging in conflict. These levers are: build a heterogeneous team; create frequent interactions within that team; cultivate a distinct symphony of roles such as Counselor, Futurist, and Ms. Action around fundamental tensions within managing; and use multiple-lens tactics such as competitor role playing and multiple alternatives to provide unexpected vantage points on key issues.
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Some successful firms actively seek tensions to improve decision making.
“This is supported by studies that show that some successful firms actively seek tensions to improve decision making (Eisenhardt et al. 1997;Norman et al. 2004).”
From Stakeholder marketing: theoretical foundations and required capabilities (2015) · cites this paper as Eisenhardt et al. 1997
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- Authors
- Eisenhardt, K. M., Kahwajy, J. L., & Bourgeois, L. J.
- Venue
- California Management Review
- Publisher
- SAGE Publications
- Published
- 1997-01
- Volume
- 39
- Issue
- 2
- Pages
- 42-62
- ISSN
- 0008-1256 (ISSN-L)
- 2162-8564
- OpenAlex
- W2031754154
- Cited by
- 370
- References
- 5
- Citations by year
- 2026: 6 · 2025: 10 · 2024: 6 · 2023: 6 · 2022: 9 · 2021: 10 · 2020: 11 · 2019: 8 · 2018: 15 · 2017: 15 · 2016: 17 · 2015: 16 · 2014: 13 · 2013: 18 · 2012: 12
- FWCI
- 11.38
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- California Management Review (publishedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Team Dynamics and Performance
- Social Sciences › Sociology and Political Science › Conflict Management and Negotiation
- Social Sciences › Decision Sciences › Management Science and Operations Research › Leadership, Behavior, and Decision-Making Studies
- Keywords
- top management teams, team conflict, strategic choice, decision making under uncertainty, team heterogeneity, team roles, role play, multiple alternatives, organizational politics
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