THE NEUROSCIENCE OF NEGOTIATION

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 11 in Negotiate, Persuade and Create Great Deals, 2020, pp 171-190 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The study of neuroscience, or the science of brains, minds, and nervous systems, bloomed in the 1990s due to advancements in brain-imaging technologies such as electroencephalography (EEGs) and functional magnetic resonance (fMRIs), which allowed scientists to examine the human brain in a way that wasn’t possible with earlier technology. Since these advancements, it was just a matter of time before neuroscience would penetrate mainstream business fields such as management and marketing, reflecting the widespread recognition that deciphering the mind will help us to better understand key human behaviors. On the one hand, such knowledge feeds human curiosity; on the other hand, people also desire such knowledge in order to gain an edge over others. Thus, it would also just be a matter of time before negotiation experts tap into this knowledge wellspring to guide their own insights.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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