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Intuitive and Deliberative Decision-Making in Negotiations

Author

Listed:
  • Katrin ZULAUF

    (University of Kassel)

  • Ralf WAGNER

    (University of Kassel)

Abstract

This study departs from common conjecture by challenging the preference for deliberation or intuition, or both, in negotiations. In contrast to prior negotiation studies considering judgment precision, this study builds on underlying personality traits. Therefore, the findings are valid beyond the experimental context. This study conceptualizes and experimentally tests the impact of preference for intuitive and deliberate decision-making during negotiations in Chinese, German, and Polish cultures. Contrasting an emotional with a neutral setting, the paper evaluates the impact preference for intuition and deliberation have on negotiation outcome. The results challenge the frequent assumption made in negotiation analysis: Deliberative negotiators are superior.

Suggested Citation

  • Katrin ZULAUF & Ralf WAGNER, 2021. "Intuitive and Deliberative Decision-Making in Negotiations," Management Dynamics in the Knowledge Economy, College of Management, National University of Political Studies and Public Administration, vol. 9(3), pages 293-306, September.
    • Handle: RePEc:nup:jrmdke:v:9:y:2021:i:3:293-306
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