Speaker
Description
Negotiation plays a crucial role in reaching mutually beneficial agreement during shared decision-making. In neuroscience, hyperscanning paradigm allows to grasp the complexity of brain dynamics during such complex interactions. This study used functional Near Infrared Spectroscopy (fNIRS) hyperscanning to investigate brain-to-brain synchronization during interactive negotiation, and explored individual differences’ impact on this process. 13 homologous dyads of Speaker A and B participated in a shared decision-making task involving negotiation. The task included three steps: Individual Decision-Making Step (InDec-step), where participants individually selected one statement that best expressed their perspective; Cooperation Step (Coop-step), involving collaborative negotiation; and Reaching an Agreement step (Agr-step), where mutual agreement was reached. Participants completed the General Decision-Making Style, the Maximization Scale and the Big Five Inventory scales. Inter-brain neural activity was recorded using fNIRS hyperscanning during the baseline and the task. Results revealed higher dissimilarity in deoxygenated hemoglobin (HHb) levels during the condition in which B was speaking and Speaker A was listening, suggesting that the two participants experienced different levels of cognitive demand during the interaction, or that Speaker A may have been attempting to assert his own perspective. Moreover, HHb dissimilarity in the left hemisphere during the Agrstep negatively correlated with the avoidant decision-making style, the tendency to search for alternatives, and the decision-making difficulties subscale. Similarly, during the Indstep and Coopstep, a negative correlation emerged with the extraversion trait. These findings reveal that brain synchronization in negotiation is sensitive to both conversational roles and individual differences in personality and decision-making profiles.
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