When we watch ourselves and other people carefully, we can actually see the transition from the emotional state—the hara—to the intellectual state—the head. Every day, every hour, even every minute, under some circumstances, we flip back and forth between the emotional and the so-called rational. Our emotions rage all over the scale before we make a decision, and then we set about rationalizing it. Successful negotiation requires the complete understanding and application of this dynamic of decision making.
