Deal Or No Deal? The Role Of Emotions In Negotiating Offers
Thursday, October 16, 2008 - 01:21
in Psychology & Sociology
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? 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.