TY - JOUR

T1 - The Meaning of Intuition for the Negotiation Process and Outcome

AU - Kesting, Peter

AU - Kjærsgaard Nielsen, Rasmus

PY - 2020

Y1 - 2020

N2 - Intuition is a useful tool for negotiators, as negotiations are often highly complex endeavors in which people make holistic judgments with incomplete information and no time for deliberation. Therefore, one might expect that intuition greatly influences negotiations and their outcomes and that negotiators would use intuition to their advantage. However, there is almost no systematic research into the meaning of intuition for negotiation. In this conceptual paper, drawing on five interviews of experienced negotiators, we apply general research on intuition to the specific case of negotiation and find that negotiators use intuition specifically for attribution and social interaction. We distinguish different intuition attitudes; identify preparation, time, and negotiation stages as relevant drivers for the use of intuition in negotiation; clarify the distinction between intuition and routine; and shine new light on the concept of domain-specific knowledge.

AB - Intuition is a useful tool for negotiators, as negotiations are often highly complex endeavors in which people make holistic judgments with incomplete information and no time for deliberation. Therefore, one might expect that intuition greatly influences negotiations and their outcomes and that negotiators would use intuition to their advantage. However, there is almost no systematic research into the meaning of intuition for negotiation. In this conceptual paper, drawing on five interviews of experienced negotiators, we apply general research on intuition to the specific case of negotiation and find that negotiators use intuition specifically for attribution and social interaction. We distinguish different intuition attitudes; identify preparation, time, and negotiation stages as relevant drivers for the use of intuition in negotiation; clarify the distinction between intuition and routine; and shine new light on the concept of domain-specific knowledge.

KW - Negotiation

KW - Intuition

KW - Attribution

KW - Social interaction

KW - Domai-specific knowledge

UR - http://www.scopus.com/inward/record.url?scp=85087502370&partnerID=8YFLogxK

U2 - 10.1111/nejo.12330

DO - 10.1111/nejo.12330

M3 - Journal article

VL - 36

SP - 309

EP - 329

JO - Negotiation Journal

JF - Negotiation Journal

SN - 0748-4526

IS - 3

ER -