Negotiation and Conflict Management Research When there is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations Jingjing Yao ,1 Zhi-Xue Zhang2 and Leigh Anne Liu3 1 IESEG School of Management, Lille, France 2 Peking University, Beijing, China 3 Georgia State University, Atlanta, GA, U.S.A. Keywords Abstract negotiationZone of Possible Agreement, cognitive flexibility How to reach a creative agreement in negotiations when the Zone of Pos- theory, mental fatigue, sible Agreement (ZOPA) does not apparently exist? To answer this ques- integrative complexity. tion, we drew on the cognitive flexibility theory and proposed a model predicting that negotiators’ mental fatigue would engender fewer creative Correspondence agreements, and their integrative complexity acted as an underlying Zhi-Xue Zhang, Peking mechanism. Across four studies, we measured (Study 1) and manipulated University, 5 Yiheyuan Road, (Studies 2–4) mental fatigue to test our hypotheses. We found that nego- Beijing 100871 China; e-mail:
[email protected] tiation dyads with higher mental fatigue were less likely to display inte- grative complexity and hence less likely to reach creative agreements in doi: 10.34891/wdt8-s068 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 con- struct creative agreements. This research contributes to the literature of negotiation, creative problem-solving, and the cognitive flexibility theory. Introduction Negotiators may encounter situations when there is no apparent Zone of Possible Agreement (ZOPA), which is an overlapped range constituted by the two parties’ resistance points (Raiffa, 1982; Thompson, Wang, & Gunia, 2010).