Creativity Heuristics for Impasse Resolution: Reframing Intractable Negotiations

This study deals with a very sensitive but all too common problem: how to activate parties that have failed in using negotiation to find common ground. What can be done to get seemingly intractable negotiations back on track and redirected toward peaceful conclusions? A promising and practical approach to accomplishing this task—using creativity heuristics—is addressed in this research. In particular, the study evaluates the effectiveness of one creativity heuristic, analogical reasoning, to help protagonists reframe their conflict, generate fresh and novel solutions, and thereby reduce the psychological barriers to restarting negotiations. The results of an experimental simulation suggest the possible utility of such heuristics for impasse resolution: they enhance flexibility in the negotiation process, and they facilitate the reaching of agreements. The conceptual framework and empirical findings expand current understanding of the role of creative processes in negotiation. The study's results yield practical benefits as well: the findings provide guidance on professional training and direction to negotiators and mediators on ways to interject creative processes into difficult, stalemated conflict situations.