Research by Laura Kray, a professor in the Haas Management of Organizations Group at UC Berkeley's Haas School of Business, suggests that when one party conveys information with emotional reasons behind it, the other party is more likely to develop sympathy, be more willing to compromise, and find creative solutions.
"Sympathy is an emotion that corresponds with good will," says Prof. Kray. "In negotiations, it can translate into a willingness to problem solve in ways that might not otherwise occur."