ABSTRACT
Creativity, in the negotiation context, is considered a key ingredient in the creation of value and in transforming fixed pie or even deadlocked situations into integrative, win-win agreements (Fisher, Ury, & Patton, 1991; Pruitt & Carnevale, 1993; Thompson, 2001). Furthermore, creatively constructed, integrative solutions are known to yield higher joint benefits than distributive agreements because they are able to reconcile the parties’ needs and interests (Pruitt, 1983a). However, discovering and tapping into the creative potential in any negotiation is a challenge that is easily advocated, but in most organizations hard to implement.
