Deal or no deal? The role of emotions in negotiating offers

Do skilled negotiators simply go with their gut instinct every time or are they just extremely calculating, figuring out all possible outcomes before making a choice? Columbia University researchers examined how emotions affect our negotiating skills by having participants play a negotiation game. Their results show that emotional players were more focused on the "gist" of the offer itself (and what felt good), rather than on calculating the probabilities of payoff.

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