Creative Thinking, a Cognitive Aptitude, and Integrative Joint Gain: A Study of Negotiator Creativity

Abstract

Creativity in a negotiation situation is described as a unique construct. The use of creative decision-making skills such as fluency, flexibility, and originality are hypothesized to allow negotiators to find tradeoffs and maximize joint gain. The relation between creativity and negotiation success is further complicated by the dyadic nature of the negotiation situation. Results show that although the additive creativity of both members of a negotiating dyad is a significant predictor of integrative joint gain, the higher individual creativity score of the negotiating dyad is an even stronger predictor of joint gain. This indicates that one highly creative individual is sufficient to recognize the potential for integrative joint outcomes. Graduate Management Admission Test scores were also found to be a significant predictor of integrative joint gain. These findings tie the theoretical work on creativity of Torrance and others to the art of negotiation.

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