IDEAS home Printed from https://ideas.repec.org/h/wsi/wschap/9789814556958_0004.html
   My bibliography  Save this book chapter

Creativity in Negotiations

In: NEGOTIATION EXCELLENCE Successful Deal Making

Author

Listed:
  • Joachim Hüffmeier
  • Guido Hertel

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.

Suggested Citation

  • Joachim Hüffmeier & Guido Hertel, 2014. "Creativity in Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 4, pages 59-77, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789814556958_0004
    as

    Download full text from publisher

    File URL: https://www.worldscientific.com/doi/pdf/10.1142/9789814556958_0004
    Download Restriction: Ebook Access is available upon purchase.
    File URL: https://www.worldscientific.com/doi/abs/10.1142/9789814556958_0004
    Download Restriction: Ebook Access is available upon purchase.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wsi:wschap:9789814556958_0004. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Tai Tone Lim (email available below). General contact details of provider: http://www.worldscientific.com/page/worldscibooks .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.