Intuitive and Deliberative Decision-Making in Negotiations

Authors

Abstract

This study departs from common conjecture by challenging the preference for deliberation or intuition, or both, in negotiations. In contrast to prior negotiation studies considering judgment precision, this study builds on underlying personality traits. Therefore, the findings are valid beyond the experimental context. This study conceptualizes and experimentally tests the impact of preference for intuitive and deliberate decision-making during negotiations in Chinese, German, and Polish cultures. Contrasting an emotional with a neutral setting, the paper evaluates the impact preference for intuition and deliberation have on negotiation outcome. The results challenge the frequent assumption made in negotiation analysis: Deliberative negotiators are superior.

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Published

2021-09-28

How to Cite

ZULAUF, K., & WAGNER, R. (2021). Intuitive and Deliberative Decision-Making in Negotiations. Management Dynamics in the Knowledge Economy, 9(3), 293–306. Retrieved from https://www.managementdynamics.ro/index.php/journal/article/view/412

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Vol. 9 No. 3 (2021): Issue 33

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