This chapter will show you about perception, cognition, and emotion that they are the basic building blocks of all social encounters.
Perception is the process by which individuals connect to their environment or can call that sense-making process: people interpret their environment so that they can respond appropriately.
Frames are important in negotiation because disputes are often nebulous and open to different interpretations as a result of differences in people’s backgrounds. Frames emerge and converge as the parties talk about preferences and priorities and negotiators who understand how they are framing a problem may understand more completely what they are doing.
Negotiators use information to make decisions during the negotiation. It collectively labeled cognitive biases includes:
- Irrational escalation of commitment
- Mythical fixed-pie beliefs
- Anchoring and adjustment
- Issue framing and risk
- Availability of information
- The winner’s curse
- Overconfidence
- The law of small numbers
- Self-serving biases
- Endowment effect
- Ignoring other’s cognitions
- Reactive devaluation
Negotiators have to know the role of mood and emotion based on three characteristics: specificity, intensity, and duration. Emotions play important roles at various stages of negotiation interaction.
In conclusion, you have taken a multifaceted look at the role of perception, cognition, and emotion in negotiation. Negotiations involve humans who not only deviate from rational judgments, but who inevitably experience and express emotions in circumstances where much is at stake.
No comments:
Post a Comment