Balconi Michela, Rovelli Katia, Angioletti Laura
International research center for Cognitive Applied Neuroscience (IrcCAN), Università Cattolica del Sacro Cuore, Milan, Italy.
Research Unit in Affective and Social Neuroscience, Department of Psychology, Università Cattolica del Sacro Cuore, Milan, Italy.
Front Neurosci. 2025 May 26;19:1604389. doi: 10.3389/fnins.2025.1604389. eCollection 2025.
Effective negotiation relies on integrating diverse perspectives to reach a common resolution. While previous research examined the neural and autonomic underpinnings of persuasion and negotiation separately, little is known about how prior persuasive roles influence subsequent negotiation dynamics. This study employs a hyperscanning electrophysiological (EEG) and autonomic recording paradigm to investigate whether central and autonomic activity vary depending on the negotiation stages and the speaker-listener role. Participants first engaged in a Persuasion Phase (PP), assuming either the role of persuader or receiver, before transitioning to a collaborative Negotiation Phase (NP), in which they had symmetrical roles (as member 1 and member 2) and interacted across three negotiation stages: the Stage of Personal Declaration (SPD); the Stage of Interactive Negotiation (SIN); the Stage of Consensus Finalization (SCF). Results revealed significant EEG modulations across negotiation stages, with delta and theta oscillations in the left frontal region reflecting cognitive monitoring and social decision-making processes during the SCF. Alpha activity suggests a more passive role for members 1 (former persuaders) in the SCF, while members 2 spoke, with increased beta power indicating cognitive control and social engagement during this stage. Also, gamma oscillations showed different activations for distinct roles highlighting cognitive integration of perspectives and arguments during the three negotiation stages. Finally, autonomic data showed heightened SCL activation in the SPD for members 1 when members 2 spoke, signaling increased arousal when encountering counterarguments. These findings provide novel insights into the neural and autonomic correlates of negotiation, emphasizing the impact of prior persuasive experiences.
有效的谈判依赖于整合不同观点以达成共同解决方案。虽然先前的研究分别考察了说服和谈判的神经及自主神经基础，但对于先前的说服角色如何影响后续谈判动态却知之甚少。本研究采用超扫描电生理（EEG）和自主神经记录范式，以探究中枢和自主神经活动是否因谈判阶段以及说话者 - 倾听者角色而异。参与者首先进入说服阶段（PP），担任说服者或接受者的角色，然后过渡到协作谈判阶段（NP），在此阶段他们具有对称角色（作为成员1和成员2），并在三个谈判阶段进行互动：个人声明阶段（SPD）；互动谈判阶段（SIN）；共识达成阶段（SCF）。结果显示，谈判各阶段存在显著的EEG调制，左额叶区域的δ波和θ波振荡反映了SCF期间的认知监控和社会决策过程。α活动表明在SCF中，当成员2发言时，成员1（前说服者）的角色更为被动，而β功率增加表明此阶段的认知控制和社会参与。此外，γ振荡在不同角色中表现出不同的激活，突出了三个谈判阶段中观点和论据的认知整合。最后，自主神经数据显示，在SPD中，当成员2发言时，成员1的皮肤电导水平（SCL）激活增强，表明遇到反驳时唤醒增强。这些发现为谈判的神经和自主神经相关性提供了新的见解，强调了先前说服经验的影响。
