Intuitive and Deliberative Decision-Making in Negotiations

Management Dynamics in the Knowledge Economy

Wagner Ralf¹  Zulauf Katrin¹ 

[1] University of Kassel, Mönchebergstraße 1, 34125 Kassel, DE;

关键词: decision-making;    deliberation;    intuition;    negotiation;    preference for intuition;    and deliberation pid;   

DOI  :  10.2478/mdke-2021-0020

来源: DOAJ

【 摘 要 】

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.

【 授权许可】

Unknown