Summary

Communication is a pre-requisite of conflict resolution. To negotiate is to communicate to reach an agreement and to get what you want. To communicate successfully, it is important to understand the psychological nuances which influence how our communication, verbal or non-verbal, is perceived. This PhD project aims at understanding several intricacies of human interaction in a business context. How do emotions affect the negotiation process? How can my choice of clothing affect my counterpart’s cognition or behavior – And how do certain voices or speaking patterns influence negotiation outcomes?