Negotiation - How to Deal With Emotional Emotions

When business schools like Harvard's began teaching negotiation in the 1980s, the process was presented as a straightforward economic analysis. This mentality baffled psychologist Daniel Kahneman who for years from years in psychology knew that people are neither fully rational nor completely selfish. The two launched the field of behavioral economics and Kahneman won a Nobel Prize by showing that man is a very irrational beast.