Project Management

The Effect Of Negotiator Creativity On Negotiation Outcomes In A Bilateral Negotiation

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Executive Summary

The potential implication of creativity upon negotiation remains to date ill researched. The aim of this study is to fill this gap by examining if creative negotiators are able to achieve more successful outcomes in a negotiation context with integrative potential. As such the authors want to contribute to the unlocking of the 'Black box' of bargaining behaviours. they obtained creativity scores from 70 participants, who performed a two-party, multi-issue negotiation in 35 dyads. This negotiation led to economic and relational negotiation outcomes. The use of creative skills by negotiators was hypothesised to positively affect both classes of negotiation outcomes. Results indicated no significant effect of negotiators' creativity on economic negotiation outcomes.

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