An investigation of culture and creativity on negotiation

Stokke, Raymond Andreas (2011) An investigation of culture and creativity on negotiation. Masters by Research thesis, Queensland University of Technology.


Even though there is a reliance on applying cultural dimensions and creativity when solving problems related to practices in business and communications, there is a scarcity of research about the influence of culture and creativity on contemporary negotiation practice. As the world becomes increasingly interconnected through globalisation, we need to thoroughly understand how and why integrative solutions and cultural understanding influence bargaining, both local and international in scope. This thesis examines the relationship between individualistic and collectivistic cultural dimensions, individual creativity levels, ethical conduct, and negotiation behaviours. The findings provide business negotiators and conflict resolution professionals with information on how best to prepare for and face the challenges that arise in contemporary bargaining. Three main research questions are identified: (RQ1) how does creativity influence an individual’s facework and ethical behaviours in negotiation? (RQ2) How does culture influence an individual’s facework and ethical behaviours in negotiation? (RQ3) Through the lens of facework negotiation theory, does the relationship differ between creativity and negotiation behaviours across cultures? The conceptual framework of this thesis is based on face negotiation theory. More specifically, a 13-category facework typology was used to assess the negotiation behaviours. A staged negotiation simulation design in three phases was set in place to obtain the data. The two-party negotiation simulation was video-taped and analysed on the basis of the facework categories. Surveys were conducted pre- and post-negotiation and analysed for the purpose of determining cultural dimensions, creativity levels, and perceived ethical behaviours. The unit of analysis in this study was the negotiation pairs. A total of 22 participants, comprising 11 pairs, took part in the study. The participants were recruited on a voluntary basis in a postgraduate negotiation class at the School of Management, Queensland University of Technology. The key results from this analysis show that the highly creative negotiators adopted noticeably more integrative behaviours than the low creative negotiators. However, the analysis also shows that the high creative participants were perceived to be more untrustworthy and unethical than the low creative participants. No significant relationships between cultural dimensions and negotiation behaviours were detected. The findings imply that there should be an increased emphasis on creativity training for negotiators striving to build integrative solutions, and an increased emphasis on understanding how cultural research has evolved from being perceived as a static to a dynamic structure. This thesis further explores the degree to which these behaviours are imperative for developing competencies within contemporary negotiation practice. The limitations of the thesis as a whole are discussed.

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ID Code: 50660
Item Type: QUT Thesis (Masters by Research)
Refereed: No
Supervisor: Price, Robin & Sawang, Sukanlaya
Keywords: creativity, cross-cultural, negotiation behaviours, integrative, distributive, facework
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Management
Institution: Queensland University of Technology
Deposited On: 29 May 2012 04:21
Last Modified: 29 May 2012 04:21

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