TY - JOUR
T1 - Creative thinking, cognitive aptitude, and integrative joint gain
T2 - A study of negotiator creativity
AU - Kurtzberg, Terri R.
N1 - Funding Information:
This research was supported by the Dispute Resolution Research Center, Northwestern University, Evanston, Illinois. I thank Max Bazeman for his assistance.
PY - 1998
Y1 - 1998
N2 - 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.
AB - 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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U2 - 10.1207/s15326934crj1104_2
DO - 10.1207/s15326934crj1104_2
M3 - Article
AN - SCOPUS:0007069122
VL - 11
SP - 283
EP - 293
JO - Creativity Research Journal
JF - Creativity Research Journal
SN - 1040-0419
IS - 4
ER -