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.

中文翻译：

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谈判过程和结果的直觉意义

直觉对于谈判者是一种有用的工具，因为谈判通常是非常复杂的工作，在这种工作中，人们以不完整的信息进行全面的判断，没有时间进行审议。因此，人们可能希望直觉会极大地影响谈判及其结果，而谈判者会利用直觉来获得好处。但是，几乎没有关于直觉的含义进行系统的研究。在此概念文件中，我们基于对经验丰富的谈判者的五次访谈，将直觉的一般研究应用于特定的谈判案例，并发现谈判者将直觉专门用于归因和社会互动。我们区分不同的直觉态度。确定准备，时间和谈判阶段是在谈判中使用直觉的相关驱动力；阐明直觉与常规之间的区别；并为特定领域知识的概念提供了新的思路。