INNOVATION IN NEGOTIATION. INVENTIVE TOOLS FOR VALUE CREATION (Article published in Spanish)
DOI:
https://doi.org/10.1016/S0123-5923(10)70124-8Keywords:
Negotiation, rationality, heuristics, inventive problemsAbstract
Decisions are made in negotiations by which heuristics are used. This accounts for the lack of value creation on the part of negotiators. A conceptual analysis was performed on four negotiation cases that call for inventive problem solving. The negotiations were analyzed by means of the use of inventive principles derived from the Theory of Inventive Problem Solving (TRIZ), which were used 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 conclusion that is offered is that it is feasible to use inventive heuristics in order to overcome the traditional heuristics employed by negotiators (thereby fighting fire with fire).
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