<abstract xmlns="http://www.w3.org/1999/xhtml">

<p>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.</p>
</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.

Intuitive and Deliberative Decision-Making in Negotiations

Management Dynamics in the Knowledge Economy

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.

{"article-title":"Intuitive and Deliberative Decision-Making in Negotiations"}

This study departs from common conjecture by challenging the preference for deliberation or intuition, or both, in negotiations. In contrast to prior...

Intuitive and Deliberative Decision-Making in Negotiations

Publié en ligne: 08 oct. 2021

Pages: 293 - 306

Reçu: 19 mai 2021

Accepté: 16 août 2021

DOI: https://doi.org/10.2478/mdke-2021-0020

Mots clés
Decision-making, deliberation, intuition, negotiation, preference for intuition, and deliberation PID

© 2021 Katrin Zulauf et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.

Intuitive and Deliberative Decision-Making in Negotiations

Publié en ligne: 08 oct. 2021

Pages: 293 - 306

Reçu: 19 mai 2021

Accepté: 16 août 2021

DOI: https://doi.org/10.2478/mdke-2021-0020

Mots clésDecision-making, deliberation, intuition, negotiation, preference for intuition, and deliberation PID

© 2021 Katrin Zulauf et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.

Mots clés
Decision-making, deliberation, intuition, negotiation, preference for intuition, and deliberation PID