The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation

Pauw, Ann‐Sophie De; Venter, David; Neethling, Kobus

doi:10.1080/10400419.2011.545734

Cited by 13 publications

(7 citation statements)

References 51 publications

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“…For example, “I don’t like talking about money; it feels like money is in some way dirty and […] it makes the relationship between the firm and the client toxic” (Case 6). This is consistent with the literature (Schei, 2013; De Pauw et al , 2011) and reflects the prevalent sentiment in creative sectors that money is impure and that negotiating about money should be avoided.…”

Section: Resultssupporting

confidence: 91%

B2B negotiation tactics in creative sectors

Sigurdardottir

Ujwary-Gil²,

Candi

2018

JBIM

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Purpose The purpose of this study is to examine the negotiation tactics used in business-to-business (B2B) negotiations in creative sectors and to shed light on some of the characteristics of creative sectors that might drive these behaviors. Design/methodology/approach This is a multiple-case study involving interviews with 18 creative sector negotiators engaged in B2B negotiations. Findings The findings suggest that negotiators in B2B firms in creative sectors use a variety of negotiation tactics to reach agreement, but that there are some differences compared with other sectors. One group of tactics, not represented in existing taxonomies, is identified and termed closure-seeking tactics, referring to tactics intended to speed up the negotiation process and reach agreement as quickly as possible. The reasons for creative sector negotiators’ choice of closure-seeking tactics might stem from their desire to expedite the start of new projects to enable them to fulfill their creative drive. Research limitations/implications In addition to the identification of group of tactics observed in creative sectors, but not anticipated by existing research, the findings indicate that negotiators in creative sectors seem to lack interest in, and expertise for, negotiating and might be driven more by the desire to get on with the creative process than by concerns over monetary gains when negotiating. This could reflect unique characteristics of creative sectors and the people who work in these sectors. Practical implications This work offers new insights and understanding about tactics used in B2B negotiations in creative sectors. These findings have important implications for both practitioners in creative sectors, who might be too eager to reach closure quickly, and practitioners negotiating with firms in creative sectors, who need to understand the unique characteristics of these firms. Originality/value The originality of this work lies in its consideration of tactics used in B2B negotiations in the under-studied context of creative sectors and investigation of the reasons that drive the choice of tactics.

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Section: Resultssupporting

confidence: 91%

B2B negotiation tactics in creative sectors

Sigurdardottir

Ujwary-Gil²,

Candi

2018

JBIM

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“…All responses were on seven-point scales, anchored by 1 (“ not at all ”) and 7 (“ a great deal ”). A sample item is: “How satisfied are you with your own outcome—i.e., the extent to which the terms of your agreement (or lack of agreement) benefit you?” Following Curhan et al (2009) as well as Brown and Curhan (2013; see also De Pauw, Venter, & Neethling, 2011), we averaged these items into a single composite measure of global subjective value 5 . The coefficient alpha reliability of the measure was .92.…”

Section: Methodsmentioning

confidence: 99%

The dark side of subjective value in sequential negotiations: The mediating role of pride and anger.

Becker

Curhan

2018

Journal of Applied Psychology

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Scholars who study negotiation increasingly recognize the importance of social context, seeing negotiations not merely as 1-shot interactions but as influenced by what came before. Under this longitudinal conceptualization of negotiation, a number of recent studies demonstrate that social psychological outcomes from prior negotiations are positively related to economic performance in subsequent negotiations when negotiating repeatedly with the same counterpart. In this report, we investigate a counterexample in the context of "sequential negotiations," which we define as multiple negotiation sessions that occur within a short time frame but facing different counterparts in each session. We theorize, in sequential negotiations, that subjective value from 1 negotiation should be negatively related to objective outcomes in a subsequent negotiation because of spillover effects of incidental anger and pride. We test this model in 2 studies: a multiround lab study with a student sample and a longitudinal field study with employees negotiating as part of their jobs. Results from both studies support the hypothesized negative relationship between subjective value from an initial negotiation and the objective outcome from a subsequent negotiation with a different counterpart. The mediating role of pride is supported partially in Study 1 and fully in Study 2, whereas the mediating role of anger is not supported in either study. We discuss implications for negotiation theory and practice. (PsycINFO Database Record

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“…De Pauw et al (2011) hypothesized that individual creativity would positively influence both economic (e.g. joint gains) and relational outcomes, or the degree to which negotiators are satisfied with the subjective aspect of the negotiation (Curhan et al, 2006).…”

mentioning

confidence: 99%

Creativity and negotiation research: the integrative potential

Wilson

Thompson

2014

International Journal of Conflict Management

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Purpose -The purpose of this article is to outline ways in which the large body of empirical work on creativity can meaningfully inform negotiation. In doing so, two general streams of creativity research and their implications for negotiation theory and empirical analysis are considered. Negotiation pundits advise that negotiators should engage in creative problem-solving to craft integrative agreements, and it is widely believed by both negotiation theorists and practitioners that "out-of-the-box" thinking and creative idea generation are necessary for win-win negotiation. Although practitioners have strongly encouraged parties to engage in creative problem-solving, there are remarkably few empirical investigations of creative thinking, brainstorming and other idea-generation methods in negotiation. Design/methodology/approach -First, creativity as a trait is considered and the relationship between individual differences in creativity and negotiation performance is examined. Then, creative thinking as a causal factor is examined and how it may influence the negotiation process and outcomes is suggested. Finally, three considerations for further integrating creativity and negotiation research are suggested: communication media, idea-generation strategies and morality and social motivation. Findings -A literature review revealed four studies that have empirically tested the influence of trait creativity on negotiation performance. Even less research has manipulated creative thinking or training to analyze creativity as a causal factor of negotiation outcomes. Originality/value -This research will benefit both creativity and negotiation scholars by suggesting the limited amount of work at their intersection yet the opportunities that exist for further research.

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The Effect of Negotiator Creativity on Negotiation Outcomes in a Bilateral Negotiation

Cited by 13 publications

References 51 publications

B2B negotiation tactics in creative sectors

B2B negotiation tactics in creative sectors

The dark side of subjective value in sequential negotiations: The mediating role of pride and anger.

Creativity and negotiation research: the integrative potential

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