The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation
De Pauw, Ann-Sophie Venter, David Neethling, Kobus
De Pauw, Ann-Sophie
Venter, David
Neethling, Kobus
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Publication Type
Journal article
Editor
Supervisor
Publication Year
2011-02-04
Journal
Creativity Research Journal
Book
Publication Volume
23
Publication Issue
1
Publication Begin page
42
Publication End page
50
Publication Number of pages
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Abstract
This study examined creative negotiators to determine if they are able to achieve more successful outcomes in a negotiation context with integrative potential. Creativity scores were obtained from 70 participants, who performed a 2-party, multi-issue negotiation in 35 dyads. This negotiation led to economic and relational negotiation outcomes. The use of creative skills by negotiators was hypothesized to positively affect both classes of negotiation outcomes. Results indicated no significant effect of negotiators' creativity on economic negotiation outcomes. A negative effect of negotiators' creativity on relational negotiation outcome for the buyer was observed. For the relational negotiation outcome of the seller, the same negative tendency was observed, though no significant effect of negotiators' creativity. These findings extend the understanding of the relationship between negotiators' creativity and negotiation outcomes, which is highly underemphasized in current research. Further research should identify which aspects of creativity are crucial to negotiators and determine how they can be adequately measured. The issue of interaction between negotiators' creativity and situational variables should also be addressed, as it likely determines the effect of creativity on negotiation outcomes.
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Keywords
52 Psychology, 5205 Social and Personality Psychology, 5201 Applied and Developmental Psychology, Mental health