Emotions in Negotiations

1669 WordsFeb 2, 20187 Pages
We negotiate every day for different purposes, and each day we experience emotions, both positive and negative. When negotiating, formally or informally, with family or in the organizational workplace we often do not know how to handle ourselves, yet alone the emotions of the other person or group. As educated people, we often try to ignore the influence of emotions on decision-making. Neuroscience evidence now shows that sound and rational decision making is contingent on prior accurate emotional processing. The basis for this is the somatic marker hypothesis. The somatic marker hypothesis provides a systems level neuroanatomical and cognitive framework for decision-making, the impact, and influence on it by emotions. The key idea of this hypothesis is that decision-making is a process that is influenced by marker signals that arise in bio regulatory processes, which includes those that express themselves in emotions and feelings. This influence can occur at multiple levels of operation, some of which occur consciously and some of which occur non-consciously (Bechara & Damasio, 2000). Essentially, somatic markers are associations of stimuli that induce an associated physiological affective state. We may feel embarrassed; have muscle contractions, experience a heart rate increase, endocrine release, posture, and facial expression changes. These are all a result of somatic marker interpretation. The physiological change occurs in the brain and is relayed to the
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