摘要：The purpose of this paper is to present the basic ideas and some experimental results concerning the knowledge dynamics in negotiation processes. Knowledge dynamics is a new field of research that deals with the transformation of one form of knowledge into another form, similar to the transformation of mechanical energy into thermal energy and vice versa in thermodynamics. More specifically, knowledge dynamics refers to the transformation of cognitive knowledge into emotional knowledge and of the emotional knowledge into the cognitive knowledge. This is a very complex and hard to investigate since all transformations happen in our mind and body. Knowledge dynamics is a key process in business negotiations, and negotiators are successful if and only if they can understand such a process. In order to search the role of knowledge dynamics in negotiations we design a series of experiments simulating some common negotiations between a company manager and some candidates for jobs opening. We videotaped all of these negotiations and then we analyzed the facial expressions of the negotiators in concordance with the cognitive knowledge exchanged between them. Also, we performed a quantitative analysis based on a questionnaire completed by each negotiator. Results confirm our hypothesis that during negotiations there is a complex knowledge dynamics based on transformation of cognitive knowledge into emotional knowledge and vice versa.
