Creative thinking in negotiations : what is the challenge?

Abstract

This paper presents the attempt to explore theoretically the nature of creativity in negotiation process in order to find out what is the biggest challenge for creativity there. Negotiation process as a context for exercising creativity has been presented and some challenges for creativity there have been pointed out. Further, theories of creativity have been reviewed and their implications or negotiation process have been discussed. It has been found that the main problem with creativity and negotiation process is the tug of war between the creative thinker, whose ideas are fostered through solitary work, and the multiparty, interpersonal, team-oriented negotiation process. Thus the challenge for creativity in negotiation is to achieve a balance between these two types of thinking and performing, so that creative ideas are available and are cultivated within negotiation settings. I close with a discussion of how creativity in negotiation settings can be increased.