Five Essential Strategies for Creative Negotiations (Portuguese Version, Brazil)

From the corridors of political power to the boardroom, the ability to hold your own around the negotiating table is a vital element of success in today's world. Unfortunately, many negotiations end in deadlock. This is partly because many negotiators are unable to come up with creative, integrative deals, which research shows are a significant variable in reaching a conclusion satisfactory to both parties. Using a role-play-based experiment, the author observes 207 dyadic negotiations and discovers that a creative solution in a negotiation depends on the amount of creativity deployed in the tabling of the first offer and the resulting counteroffers. Most surprising, the creativity of the counteroffer appears to be the most significant variable influencing the success of the final deal. With that in mind, he proposes five strategies to help readers be more creative when they negotiate.