Creativity in Negotiations

Joachim Hüffmeier and Guido Hertel

Chapter 4 in Negotiation Excellence:Successful Deal Making, 2014, pp 59-77 from World Scientific Publishing Co. Pte. Ltd.

Abstract: When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go together well. However, as we will argue below, common sense is not a good counselor in this case. In this chapter, we illustrate that creativity plays a key role in negotiations and that constructive conflict management — such as negotiations — can in fact enhance creativity and innovation. We thereby refer to different taxonomies and theoretical models (Carnevale, 2006; Lax and Sebenius, 1986; Pruitt, 1981; Pruitt and Carnevale, 1993). As a start, we introduce an example from an actual negotiation, which helps us to illustrate the role of creativity.

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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