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Negotiation and Persuasion
The process of negotiation and persuasion involves interaction among people to narrow their differences in views. Whether people can reach a successful outcome depends on the level of willingness to communicate and cooperate, as well as the effectiveness of the techniques and tactics that are used throughout the process. Cognition and emotion are therefore important elements of negotiation, from the emergence of disputes through the implementation of agreements. The growing body of research in the cognitive sciences may be able to help us improve negotiation instruction.
Recent advances in technology allow neuroscientists to explore the neural basis of persuasion (Izuma, 2013; Klucharev, Smidts & Fernández, 2008) and negotiation (Birke, 2010). The results of negotiation and persuasion in neural basis found in laboratories help develop better skills and knowledge on negotiation and persuasion which can be further applied in practical situations. It is known that negotiation and persuasion skills have wide applications in psychotherapy (Alarcon & Frank, 2013; Tandos & Stukas, 2010), conflict resolution (Roloff, 2009), arbitration (Tremblay, 2006), mediation (Wall & Spira, 2012), endorsement in advertising (Silvera & Austad, 2009) and business and marketing (Chang, 2011, 2012; Yursever, Ozyurt & Ben-Asher, 2013; Orth & Gal, 2013). In light of this, interdisciplinary research collaboration between business, neuroscience, psychotherapy and law into both the neural basis and the skills of negotiation and persuasion would therefore prove worthwhile and productive.
The Interdisciplinary Research Platform attempts to facilitate development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in this interdisciplinary field for both academics and practitioners from various disciplines. We believe the knowledge built upon this platform can inform the field of negotiation and raise our understanding through decision analysis to negotiations.
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