Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study
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....
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Frontiers Media S.A.
2025-05-01
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| Series: | Frontiers in Neuroscience |
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| Online Access: | https://www.frontiersin.org/articles/10.3389/fnins.2025.1604389/full |
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| author | Michela Balconi Michela Balconi Katia Rovelli Katia Rovelli Laura Angioletti Laura Angioletti |
| author_facet | Michela Balconi Michela Balconi Katia Rovelli Katia Rovelli Laura Angioletti Laura Angioletti |
| author_sort | Michela Balconi |
| collection | DOAJ |
| description | 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. |
| format | Article |
| id | doaj-art-5fea2ef8ca9049aabe1548bd718bea5c |
| institution | OA Journals |
| issn | 1662-453X |
| language | English |
| publishDate | 2025-05-01 |
| publisher | Frontiers Media S.A. |
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| series | Frontiers in Neuroscience |
| spelling | doaj-art-5fea2ef8ca9049aabe1548bd718bea5c2025-08-20T01:57:05ZengFrontiers Media S.A.Frontiers in Neuroscience1662-453X2025-05-011910.3389/fnins.2025.16043891604389Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures studyMichela Balconi0Michela Balconi1Katia Rovelli2Katia Rovelli3Laura Angioletti4Laura Angioletti5International research center for Cognitive Applied Neuroscience (IrcCAN), Università Cattolica del Sacro Cuore, Milan, ItalyResearch Unit in Affective and Social Neuroscience, Department of Psychology, Università Cattolica del Sacro Cuore, Milan, ItalyInternational research center for Cognitive Applied Neuroscience (IrcCAN), Università Cattolica del Sacro Cuore, Milan, ItalyResearch Unit in Affective and Social Neuroscience, Department of Psychology, Università Cattolica del Sacro Cuore, Milan, ItalyInternational research center for Cognitive Applied Neuroscience (IrcCAN), Università Cattolica del Sacro Cuore, Milan, ItalyResearch Unit in Affective and Social Neuroscience, Department of Psychology, Università Cattolica del Sacro Cuore, Milan, ItalyEffective 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.https://www.frontiersin.org/articles/10.3389/fnins.2025.1604389/fullsocial influencenegotiationhyperscanningEEGautonomic measures |
| spellingShingle | Michela Balconi Michela Balconi Katia Rovelli Katia Rovelli Laura Angioletti Laura Angioletti Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study Frontiers in Neuroscience social influence negotiation hyperscanning EEG autonomic measures |
| title | Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study |
| title_full | Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study |
| title_fullStr | Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study |
| title_full_unstemmed | Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study |
| title_short | Social influence in persuasion and negotiation: a hyperscanning EEG and autonomic measures study |
| title_sort | social influence in persuasion and negotiation a hyperscanning eeg and autonomic measures study |
| topic | social influence negotiation hyperscanning EEG autonomic measures |
| url | https://www.frontiersin.org/articles/10.3389/fnins.2025.1604389/full |
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