NotesFAQContact Us
Search Tips
Peer reviewed Peer reviewed
Direct linkDirect link
ERIC Number: EJ1088618
Record Type: Journal
Publication Date: 2013
Pages: 10
Abstractor: As Provided
ISSN: ISSN-1040-0419
Creative People Create Values: Creativity and Positive Arousal in Negotiations
Schei, Vidar
Creativity Research Journal, v25 n4 p408-417 2013
Most negotiations are ill-structured situations, and the ability to identify novel options is likely to be crucial for success. This study, therefore, examined how creativity impacts negotiation processes and outcomes, and how this effect is moderated by positive arousal. The negotiators' creative personality and their state of positive arousal were measured before they participated in a simulated negotiation, with the results demonstrating that the level of creativity in negotiation dyads was positively related to the negotiators' joint outcome. Negotiators in high creativity dyads searched for more information by asking questions about priorities and were less narrowly focused by providing fewer single-issue offers than negotiators in low creativity dyads. Positive arousal did not affect outcome directly, but moderated the effect of creativity on joint outcomes; the effect of creativity was strongest under high levels of positive arousal. The discussion section emphasizes that future research may find creativity to have even more of a positive effect when negotiations become more complex.
Routledge. Available from: Taylor & Francis, Ltd. 325 Chestnut Street Suite 800, Philadelphia, PA 19106. Tel: 800-354-1420; Fax: 215-625-2940; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: Norway
Grant or Contract Numbers: N/A