Perception, Cognition, and Communication Outline
- Perception and Negotiation
- + - A. The Role of Perception
§ 1. Negotiators approach each negotiation guided by their perceptions of past situations and current attitudes and behaviors
2. Perception is the process by which individuals connect to their environment
- B. Perceptual DIstortion in Negotiation
- C. Framing
- + - Mood, Emotion, and Negotiation
- A. Negotiations Create both Positive and Negative Emotions
- B. Positive Emotions Generally have Positive Consequences for Negotiation
- C. Negative Emotions Generally have Negative Consequences for Negotiations
- D. Emotions can be used Strategically as Negotiation Tactics
- + - Cognitive Biases in Negotiation
- 1. Irrational Escalation of Commitment
- 2. Mythical Fixed-Pie Beliefs
- 3. Anchoring and Adjustment
- 4. Framing
- 5. Availability of Information
- 6. The Winner's Curse
- 7. Overconfidence
- 8. The Law of Small Numbers
- 9. Self-Serving Biases
- 10. Endowment Effect
- 11. Ignoring Others' Cognitions
- 12. Reactive Devaluation
- + - Special Communication Considerations at the Close of Negotiations
- A. Avoiding Fatal Mistakes
- B. Achieving Closure
- + - Managing Misperceptions and Cognitive Biases in Negotiation
o A. Misperceptions and cognitive biases arise automatically and out of conscience awareness as negotiators gather and process information.
B. Reframing: negotiators may apply several different frames to the same negotiation.
- + - Communication during Negotiation
- + - A. Categories of communication in negotiations
- 1. Offers and Counteroffers
- 2. information about Alternatives
- 3. Information about Outcomes
- 4. Social Accounts
- 5. Communication about Process
- + - B. How People Communicate in Negotiation
- 1. use of language
- 2. selection of communication channel
- + - C. How to Improve Communication in Negotiation
- 1. the use of questions
- 2. listening
- 3. role reversal
