{"id":172775,"date":"2026-03-12T19:01:43","date_gmt":"2026-03-13T01:01:43","guid":{"rendered":"https:\/\/tecscience.tec.mx\/en\/?p=172775"},"modified":"2026-03-12T19:01:57","modified_gmt":"2026-03-13T01:01:57","slug":"biometrics-and-ai-in-negotiation","status":"publish","type":"post","link":"https:\/\/tecscience.tec.mx\/en\/education-and-humanism\/biometrics-and-ai-in-negotiation\/","title":{"rendered":"Using Biometrics and AI to Analyze Emotions in Negotiations and Presentations"},"content":{"rendered":"\n<p>A graduate student presents his capstone project to three industry experts, who listen attentively. As he explains his proposal, he remains calm: his voice is steady, and he breathes evenly while keeping an eye on the timer. He has the situation under control until a difficult question comes up. The moment becomes tense: his heart rate rises, his words falter, and for a brief instant he loses concentration.<\/p>\n\n\n\n<p>This is one of the scenarios designed by researchers at <a href=\"\/en\/tag\/egade\/\" target=\"_blank\" rel=\"noreferrer noopener\">EGADE Business School<\/a> at Tecnol\u00f3gico de Monterrey, where biometric technologies and <a href=\"\/en\/tag\/artificial-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">artificial intelligence<\/a> (AI) are used to study how <a href=\"\/en\/science-communication\/artificial-intelligence-and-emotions\/\" target=\"_blank\" rel=\"noreferrer noopener\">emotions<\/a> influence processes such as negotiations and professional presentations.<\/p>\n\n\n\n<p>The exercise is part of a project that aims to analyze emotional responses in situations like these. To examine the reactions, the system records the student\u2019s physiological signals during the activity.<\/p>\n\n\n\n<p>A smartwatch measures his heart rate, and a headband records brain activity. An AI model processes the data to identify moments of anxiety, insecurity, or nervousness. With that information, the system generates a report that allows the student to pinpoint critical moments and adjust his strategy to better manage his emotions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">A Project That Explores Emotions in Learning<\/h2>\n\n\n\n<p>The experiment is part of the project <em>\u201cBiometric Technology in Business Education: Visualizing the Invisible in Learning,\u201d<\/em> led by <a href=\"https:\/\/egade.tec.mx\/en\/node\/4528\" target=\"_blank\" rel=\"noreferrer noopener\">Elo\u00edsa P\u00e9rez<\/a> and Omar Velasco from the Educational Innovation Department, along with <a href=\"https:\/\/research.tec.mx\/vivo-tec\/display\/PID_82711\" target=\"_blank\" rel=\"noreferrer noopener\">Isaac Lemus<\/a> and <a href=\"https:\/\/research.tec.mx\/vivo-tec\/display\/PID_489286\" target=\"_blank\" rel=\"noreferrer noopener\">Jairo Alonso Orozco<\/a>, research professors at EGADE Business School.<\/p>\n\n\n\n<p>\u201cWhat we aim to do is integrate this methodology, or framework, to design classroom learning experiences that foster self-awareness; in other words, help students consciously learn how to regulate their emotions,\u201d explains P\u00e9rez, director of Educational Innovation. \u201cBased on direct, real-world data, we can conduct more precise analyses and gain a deeper understanding of people from another perspective\u2014what is usually invisible.\u201d<\/p>\n\n\n\n<p>The initiative emerged from a Novus educational innovation call that encourages professors at Tecnol\u00f3gico de Monterrey to experiment with new educational technologies. It was implemented in the <a href=\"https:\/\/ifelldh.tec.mx\/en\/living-lab\/experiential-classroom\" target=\"_blank\" rel=\"noreferrer noopener\">Experiential Classroom<\/a>, a space within the Living Lab of the <a href=\"\/en\/tag\/institute-for-the-future-of-education\/\" target=\"_blank\" rel=\"noreferrer noopener\">Institute for the Future of Education<\/a>, located inside <a href=\"\/en\/business-innovation\/expedition-femsa-a-new-hub-for-interdisciplinary-research\/\" target=\"_blank\" rel=\"noreferrer noopener\">Expedition FEMSA<\/a> on the Monterrey campus, where faculty have access to technologies designed to analyze people\u2019s emotional responses.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Neuroscience of Learning - Biometric Technology\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/xRHXG17jMqg?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">How Biometrics and AI Work Together<\/h2>\n\n\n\n<p>The team developed a series of pilot experiences in EGADE graduate programs, such as the Master in Finance and the Master&#8217;s of Business Administration (MBA).<\/p>\n\n\n\n<p>They also conducted trials in an undergraduate course at the School of Humanities and Education, where around 60 students participated in negotiation simulations, role-playing exercises, and presentations before executives.<\/p>\n\n\n\n<p>Students used devices that recorded physiological signals, such as smartwatches capable of measuring heart rate, body temperature, and perspiration. They also wore headbands that track brain activity to identify patterns of concentration or mental fatigue. The data collected by these sensors is processed in real time using analytics tools and AI models.<\/p>\n\n\n\n<p>\u201cWe run a test before the experience in which students talk about their self-perception, how comfortable they feel, and how they perceive themselves in a negotiation or communication setting. There\u2019s also a reflection afterward to understand how they felt, and that\u2019s the information we analyze to see whether their perception of their emotional awareness matches the data,\u201d the director explains. \u201cWhat we receive is essentially zeros and ones\u201d, but based on that information, and with the technical support of the Living Lab team, we look for strategic insights.\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">What the Data Reveal<\/h2>\n\n\n\n<p>Professor Isaac Lemus implemented one of the pilot experiences with MBA students through negotiation simulations, in which participants assumed different roles within a consulting scenario.<\/p>\n\n\n\n<p>First, they acted as team leaders and negotiated with a consultant about the performance of a project. Then they switched roles and negotiated with an unsatisfied client. After analyzing the data collected through biometric sensors, both students and professors reflected on the emotional patterns that emerged during the negotiations. \u201cOne of the main insights we found is that people don\u2019t get as nervous when presenting, but rather when they are questioned,\u201d Lemus notes.<\/p>\n\n\n\n<p>Meanwhile, Jairo Orozco used the system in the MBA Integrative Project course. After working on a solution to a real problem for a company, students present their proposals to industry experts, who ask questions and evaluate their ideas. In this case, both students and evaluators wore biometric sensors during the pitch to record their emotional responses in real time.<\/p>\n\n\n\n<p>\u201cIn class, you usually evaluate whether the student defined the problem well, conducted good interviews, and generated strong insights, but this evaluation goes further than that. The real world is different\u2014it involves how you behave, how you express yourself, and how you handle the most critical moments,\u201d says Orozco. \u201cWe also wanted to see how the student and the expert connect what emotions arise and what emotional peaks the experts experience simultaneously with the students during the presentation. Many times you can sense when the other person becomes interested, and we wanted to see whether those moments would also appear in the data.\u201d<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img fetchpriority=\"high\" decoding=\"async\" width=\"900\" height=\"600\" src=\"https:\/\/tecscience.tec.mx\/en\/wp-content\/uploads\/sites\/9\/2026\/03\/Biometrics-and-AI-in-negotiation1.webp\" alt=\"\" class=\"wp-image-172777\" srcset=\"https:\/\/tecscience.tec.mx\/en\/wp-content\/uploads\/sites\/9\/2026\/03\/Biometrics-and-AI-in-negotiation1.webp 900w, https:\/\/tecscience.tec.mx\/en\/wp-content\/uploads\/sites\/9\/2026\/03\/Biometrics-and-AI-in-negotiation1-300x200.webp 300w, https:\/\/tecscience.tec.mx\/en\/wp-content\/uploads\/sites\/9\/2026\/03\/Biometrics-and-AI-in-negotiation1-768x512.webp 768w\" sizes=\"(max-width: 900px) 100vw, 900px\" \/><figcaption class=\"wp-element-caption\">Elo\u00edsa P\u00e9rez and Isaac Lemus attended the QS Reimagine Education Awards 2025 gala to receive recognition for this initiative in the Neuroscience of Learning Award category. (Photo: Courtesy)<\/figcaption><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Biometrics and AI for Teaching Negotiation and Emotional Management<\/h2>\n\n\n\n<p>After each experience, students receive a report generated with AI about the physiological responses recorded during their presentation. The reports include graphs and videos highlighting the moments when emotional changes were detected, along with recommendations for improving stress management and communication.<\/p>\n\n\n\n<p>Lemus explains that after receiving their reports, some students were surprised and eager to explore the topic further. \u201cSome people approached me after the session because they saw themselves clearly reflected in the results and wanted to learn more about how to work on emotional control,\u201d the professor says.<\/p>\n\n\n\n<p>The researchers\u2019 goal is to develop a methodology that integrates biometric technology, AI, and negotiation-based learning experiences, along with principles from neuroscience, to better understand how the brain reacts in moments of pressure and uncertainty.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">The Next Step: Scaling the Methodology<\/h2>\n\n\n\n<p>Although the development and initial pilots were carried out in business courses, the director notes that this methodology could be scaled to other areas of learning.<\/p>\n\n\n\n<p>\u201cThe next step is to complete the data analysis to consolidate the methodology and, from the area of curricular innovation, promote its implementation on a larger scale. We also want to evaluate the cost of the equipment, what infrastructure is required, and what implications it would have for operations,\u201d P\u00e9rez explains.<\/p>\n\n\n\n<p>The team is also exploring a new line of research aimed at developing predictive tools based on the use of AI and the biometric data collected in the experiments. The goal is to create models capable of anticipating how students react in high-pressure situations and helping them design strategies to manage their emotions and improve their performance during negotiations and in other professional contexts.<\/p>\n\n\n\n<p>\u201cNow we have very powerful analytical tools. So education is moving toward understanding what we do with that information and how we make decisions based on it,\u201d Orozco adds.<\/p>\n\n\n\n<p>The project was recognized at the QS Reimagine Education Awards 2025 in the Neuroscience of Learning Award category, where it was named a Silver Winner. In addition to generating scientific publications, the project aims to lay the groundwork for new ways of evaluating negotiation, communication, and leadership skills through biometrics and AI.<\/p>\n\n\n\n<p><em><strong>Did you find this story interesting? Would you like to publish it? Contact our content editor to learn more at\u00a0<a href=\"mailto:marianaleonm@tec.mx\">marianaleonm@tec.mx<\/a><\/strong><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Researchers at EGADE Business School are developing a methodology that combines biometric sensors, artificial intelligence, and neuroscience to study emotional responses during negotiations and professional presentations.<\/p>\n","protected":false},"author":47,"featured_media":172776,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_eb_attr":"","footnotes":""},"categories":[558],"tags":[220,566],"class_list":["post-172775","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-education-and-humanism","tag-educational-innovation","tag-egade-business-school"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v21.0 (Yoast SEO v27.4) - 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