Getting Stuck or Stepping Back: Effects of Obstacles in the Negotiation of Creative Solutions

Carsten K.W. de Dreu , Mauro Giacomantonio , Shaul Shalvi , Daniel Sligte

Difficult issues in negotiation act as interfering forces but their effects on negotiation processes and outcomes are unclear. Perhaps facing such obstacles leads individuals to take a step back, attend to the big picture and, therefore, to be able to craft creative, mutually beneficial solutions. Alternatively, facing obstacles may lead negotiators to focus narrowly on the obstacle issue, so that they no longer consider issues simultaneously, and forego the possibility to reach high quality, integrative agreements. Three experiments involving face-to-face negotiation support the "getting stuck" hypothesis, but only when negotiators are in a local processing mode and not when they are in a global processing mode. Implications for the art and science of negotiation, and for construal level theory, are discussed.

Mots clés: negotiation; left-to-right bias; obstacles; processing style; construal level

Domaines: Psychologie et comportements

Carsten K.W. de Dreu, Mauro Giacomantonio, Shaul Shalvi, Daniel Sligte. Getting Stuck or Stepping Back: Effects of Obstacles in the Negotiation of Creative Solutions. Journal of Experimental Social Psychology, 2009, 45 (3), pp.542. ⟨10.1016/j.jesp.2009.01.001⟩. ⟨hal-00673194⟩