As a negotiation geek, I love thinking about how the brain impacts our negotiating behaviors. The brain is a fascinating organ. It's the human computer that can process a trillion bits per second. Yet scientists say we've only barely begun to understand how the brain works.
We know a few basic things, like how the brain evolved over millions of years and how some chemical messengers (or neurotransmitters) relay information that trigger thoughts and emotions that drive our behavior. In this episode, I talk about three neurotransmitters: serotonin, oxytocin, and cortisol.
My intention is to raise our awareness about our brains and the impact of these neurotransmitters so we can understand:
Our own impulses at the negotiating table, The why behind how other people react to your ask, and How to create better strategies for success with all this in mind.