Emotions in negotiation

This technical note explores how recent research has shown that emotions, traditionally viewed as an obstacle in negotiations, are actually an integral part of the process. Emotional intelligence—the ability to perceive, understand, and regulate emotions—is a more decisive factor than IQ in high-pressure situations. It is not an innate trait but a skill that can be developed through self-observation and practice. Self-awareness is essential in negotiation. Recognizing our own emotional patterns enables us to manage them effectively and avoid counterproductive automatic reactions. Identifying emotional triggers, reflecting on our personal evolution, and practicing emotional detachment are valuable tools for improving decision-making in high-pressure situations. 
From a biological perspective, emotions influence decision-making through specific brain structures. The amygdala, for example, triggers instinctive responses such as fight or flight in crisis situations, which can cloud logical reasoning. The ventromedial prefrontal cortex links emotions with decision-making, while the dorsolateral prefrontal cortex is responsible for rationalizing those choices. The nucleus accumbens, meanwhile, reinforces the pursuit of immediate rewards, which can contribute to impulsive decision-making.