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Related Experiment Video

Updated: May 14, 2026

Brain Imaging Investigation of the Neural Correlates of Emotion Regulation

Brain Imaging Investigation of the Neural Correlates of Emotion Regulation

Published on: August 26, 2011

Negotiating with emotion.

Kimberlyn Leary¹, Julianna Pillemer, Michael Wheeler

¹Harvard Medical School, USA.

Harvard Business Review

|February 9, 2013

Summary

Negotiation requires emotional preparation, not just strategic planning. Understanding and managing emotions are key to successful deal-making and dispute resolution.

Area of Science:

Psychology
Behavioral Economics
Conflict Resolution

Background:

Negotiation is often perceived as a purely rational process.
Many individuals experience significant stress and anxiety during negotiations.
Emotional factors are frequently overlooked in negotiation preparation.

Purpose of the Study:

To explore the role of emotions in negotiation.
To understand the sources of stress in negotiation.
To develop strategies for emotional preparation in negotiation.

Main Methods:

Qualitative study involving 20 seasoned negotiators.
Participants created metaphorical picture collages representing their negotiation feelings.
In-depth interviews were conducted to discuss the collages.

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Main Results:

Lack of control, unpredictability, and absence of feedback identified as key stressors.
Emotions play a critical role in adapting to negotiation dynamics.
Emotional understanding and channeling are vital for successful engagement.

Conclusions:

Effective negotiation involves both strategic and emotional preparation.
A six-step emotional warm-up exercise is proposed.
Managing emotions enhances adaptability and interpersonal engagement in negotiations.