When Reason Meets Its Limits: Understanding Irrationality in Negotiation

In an age of polarization, digital uncertainty, and complex global crises, negotiators are increasingly confronted with behaviour that seems irrational. Yet what if “irrationality” does not signal the absence of reason, but rather a difference in perception, information, or cultural logic? The 2026 e-Conference brings together diverse scholars and practitioners from around the world to explore what happens when our established notions of reason meet their limits – and how we can still negotiate effectively beyond them.

Drawing from psychology, political theory, and communication studies, participants will explore how bias, emotion, and perception shape negotiations across cultural and ideological divides. The sessions will offer practical approaches for engaging with actors who appear unreachable or unpredictable, learning how to recognize when to disengage, define red lines, and transform emotional dynamics into constructive dialogue. Finally, the program also looks ahead to the new frontiers of negotiation – where irrationality emerges not only from individuals but also from systems, institutions, and technologies such as Artificial Intelligence.

Blending research and real-world experience from fields such as diplomacy, neuroscience, business negotiation, and technology ethics, the IGN e-Conference 2026 invites participants to rethink the boundaries of rationality and discover how understanding the “irrational” can open pathways to creativity, clarity, and more effective negotiations.