arbiter
JournalsPricingAccount

When there is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations

Jingjing Yao et al.

Negotiation and Conflict Management Research2020https://doi.org/10.1111/ncmr.12178article
AJG 1ABDC C
Weight
0.37

What the paper says

Abstract How to reach a creative agreement in negotiations when the Zone of Possible Agreement (ZOPA) does not apparently exist? To answer this question, we drew on the cognitive flexibility theory and proposed a model predicting that negotiators’ mental fatigue would engender fewer creative agreements, and their integrative complexity acted as an underlying mechanism. Across four studies, we measured (Study 1) and manipulated (Studies 2–4) mental fatigue to test our hypotheses. We found that negotiation dyads with higher mental fatigue were less likely to display integrative complexity and hence less likely to reach creative agreements in negotiations without an apparent ZOPA. We also demonstrated that in this kind of negotiation, simply identifying additional issues or proposing packaging offers were not enough; negotiators need to do both to construct creative agreements. This research contributes to the literature of negotiation, creative problem‐solving, and the cognitive flexibility theory.

5 citations

Open paper page →

Cite this paper

https://doi.org/https://doi.org/10.1111/ncmr.12178

Or copy a formatted citation

@article{jingjing2020,
  title        = {{When there is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations}},
  author       = {Jingjing Yao et al.},
  journal      = {Negotiation and Conflict Management Research},
  year         = {2020},
  doi          = {https://doi.org/https://doi.org/10.1111/ncmr.12178},
}

Paste directly into BibTeX, Zotero, or your reference manager.

Flag this paper

When there is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations

Flags are reviewed by the Arbiter methodology team within 5 business days.

Evidence weight

0.37

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.07 × 0.4 = 0.03
M · momentum0.80 × 0.15 = 0.12
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.