Abstract

GLEISER, DAVID. Innovation in negotiation.: Inventive tools for value creation. estud.gerenc. [online]. 2010, vol.26, n.116, pp.83-100. ISSN 0123-5923.

In negotiating decisions are made using heuristics. This accounts for the lack of value creation on the part of negotiators. A conceptual analysis was performed of four negotiation cases that call for inventive problem solving. The negotiations were analyzed by using inventive principles derived from the Theory of Inventive Problem Solving (TRIZ), which were employed as alternative heuristics to overcome satisficing. The results show that the use of these inventive principles produces a better approach to the ideal of value creation in integrative negotiations. The author concludes that it is feasible to use inventive heuristics in order to overcome the traditional heuristics employed by negotiators (fighting fire with fire).

Keywords : Negotiation; rationality; heuristics; inventive problems.

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