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2019 International Association for Conflict Management Conference

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Creativity in Multi-Party Negotiations

Keywords: creativity, multi-party negotiation, social motives, power

Abstract: Reaching integrative agreements in negotiation is a challenging task (De Dreu & Nijstad, 2008; Wilson & Thompson, 2014). It requires the consideration one's own interests, as well as forming an understanding of the counterpart's interest, and inventing creative ways to satisfy both (Lewicki, Saunders & Barry, 2006). Maximizing collective benefit gets even more difficult, when more than two parties are involved in the negotiation, as strategic, social and procedural complexity increases (Bazerman, Curhan, Moore & Valley, 2000). The current project sets out to explore the role of creativity in multi-party negotiation. Results of a laboratory experiment (N = 160) suggested that social motive and power position affect negotiator’s situated creativity: In cooperative groups, powerful team leader showed more flexible thinking than powerless group members, while in individualistic groups, powerful group leaders showed less flexible thinking than powerless group members.

Jaelah S. Van Tol, Leiden University

Eva Funcke, Belastingdienst

Wolfgang Steinel, Leiden University


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