N05 : Perception, Cognition, and Emotion

BA370

Negotiation Chapter 05 : Perception, Cognition, and Emotion

Perception, cognition and emotion .The perception is related to the process of negotiation, with particular attention to forms of perceptual distortion that can cause problems of understanding and meaning making for negotiators. Perception defined process by which individuals connect to their environment and sense-making process. This selective perception occurs through a number of perceptual “shortcuts” that allow to process information . Perceptual distortion have a four major perceptual errors stereotyping, Halo effects, selective perception, and projection.

A frame is the subjective mechanism through which people evaluate and make sense out of situation. Framing is about focusing, shaping, and organizing the world around us.

Cognitive biases in negotiation in this one we examine how negotiators use information to make a decisions during the negotiation. Better than being perfect processors of information , it is quite clear that negotiation have a tendency to make systematic have a tendency to make systematic errors . These errors collectively labeled cognitive biases, tend to impede negotiatior performance including the irrational escalation of commitment, mythical fixed-pie beliefs,the process of anchoring and adjustment in decision making, issue and problem framing, the availability of information, the winner's curse, negotiatior overconfidence,the law of small numbers, self-serving biases, the endowment effect, the tendency to ignore others cognitions and the process of reactive devaluation. Mood, Emotion and negotiation is based on three characteristics: specificity, intensity, and duration

Question 1 : What are the four major perceptual errors?

Answer: Stereotyping, Halo effect, Selective perception, projection

Question 2 : What is Framing?

Answer : subjective way in which people evaluate and make sense out of situations. its about focus, shape and organizing the world around us.

Question 3 : Explain Loss- Gain framing

Answer : How the parties define the risk or reward associated with particular outcomes.