People rarely think of creativity and negotiation at the same time. At least that is the norm, according to Michigan Ross Professor Jeffrey Sanchez-Burks, who says the combination of the two is critical for negotiation success. But in order to overcome an impasse you need come up with creative solutions, he says.

In a recent conversation with Mark Horstman on the Manager Tools Podcast, Sanchez-Burks detailed strategies for developing those creative solutions and improving results. You can listen to the entire interview on iTunes or the Manager Tools website. Here are a few of the topics Sanchez-Burks and Horstman covered in the wide-ranging chat.

• Before entering a negotiation, try forecasting. Write down what you imagine to be the other side’s positions. Take note of what they care about and, importantly, why they care about those issues.
• Work on relationships. Improving relationships will significantly lower transaction costs in negotiations

The two also discussed a few methods for improving innovative thinking — both within yourself and within teams that you may manage or be a part of.

• Remove barriers. Invention and innovation comes from combining things that already exist in unique ways.
• Get buy-in early in the process. Don’t be afraid of quick and dirty prototypes.

The full conversation, including more tips and strategies for improving your creative capacities as a leader, is available now from Manager Tools.

LISTEN TO THE EPISODE

Media Contact: michiganrosspr@umich.edu