Post-university, I began my professional career as a chartered management accountant. I had the privilege of working for large global corporations and, over the years, I collaborated with many different people across various functions, countries and backgrounds.
Aside from the usual jokes most finance folks hear about being ‘creative’ with numbers, it wasn’t common, in my experience, to hear the finance function described as a bunch of creative people.
Often our perspectives of what it means to be creative are distorted by our environment and associated biases, which is why I want to address three common misconceptions.
Misconception 1: Creativity is only for ‘creative types’
It’s a myth that creativity is reserved for certain personalities. This was certainly a belief I once held, but creativity is a skill that anyone can develop. It arises from the willingness to view problems from multiple angles and to consider a range of solutions. Regardless of your role at work or home, creativity is an essential value for solving problems and identifying solutions.
Misconception 2: Creativity complicates things
Many people assume that creativity introduces complexity due to its unstructured nature. Yet, in my experience, creativity often streamlines problem-solving. It reveals simpler and more effective solutions, especially in negotiations, where it can turn a deadlock into a pathway for consensus.
Take, for example, a tenant and landlord negotiating a lease renewal. To address the tenant’s concern about rising costs and the landlord’s worry about vacancy, the tenant proposes prepaying six months of rent for a reduced monthly rate. This solution provides immediate cash flow to the landlord and lowers the tenant’s expenses, resolving the deadlock and benefiting both parties.
Misconception 3: Creativity is inappropriate in serious situations
Our biases about creativity often lead us to believe it has no place in serious contexts, causing us hesitation in sharing creative ideas in high-stakes meetings. Yet, creativity is crucial in these scenarios, particularly when conventional approaches fall short. It facilitates the discovery of innovative solutions that effectively address critical needs and solve complex problems.
In negotiations, effectively maximising value is impossible without creativity. Although we are encouraged to think outside the box, our work environment, risk appetite and often narrow perspectives limit our ability to discover new possibilities. Additionally, as adults, our reduced engagement in play and imagination means our creativity muscle isn’t always as strong as it could be, further constraining our innovative potential.
How to leverage creativity in negotiations
Leveraging creativity becomes effortless when we intentionally create the space for others to share their perspectives and allow for unconventional thinking and activities to inspire ideas.
Encourage diverse perspectives
Involve multiple stakeholders, such as impact bearers, internal and external stakeholders and decisions-makers — or a combination of these functions — in your negotiation process. Different viewpoints can inspire unique solutions that you might not consider on your own. This diversity enriches the pool of ideas and fosters innovation.
Use brainstorming techniques
Implement structured brainstorming sessions during your negotiations. Encourage all participants to freely share ideas without immediate critique, creating an environment where innovative and unconventional ideas can flourish.
Incorporate elements of play
Introduce playful activities or exercises as part of your negotiation planning process. These can help break down barriers and stimulate creative thinking in a relaxed atmosphere. Techniques such as role-playing scenarios or creative problem-solving games can stimulate discussions and lead to unexpected insights.
Be flexible with proposals
Maintain flexibility in adjusting your proposals as negotiations evolve. This adaptability allows for creative compromises that meet the needs of and satisfy all parties involved. The value in creativity is limitless. The challenge we have is in recognising our own capability when it comes to being creative, and developing our capacity in the way in which we are leveraging creativity to create mutually beneficial outcomes.
This is an edited extract from The Negotiation Playbook: Strategies That Work and Results That Last by Glin Bayley.