ABSTRACT
Emotions play an important role in our everyday interactions and can determine the success and failure of a negotiation. This chapter examines the role of emotions and their impact on failed international business negotiations. We begin with defining emotions, and discuss their origins. We then follow with a discussion of the cognitive-emotion connection and its impact on the negotiation process. Next we examine the impact culture plays in ignoring or validating emotional footprint, and how this helps or hurts the international negotiation process. And finally we examine the emotional footprint culture leaves in the path to failed negotiation.
