In this chapter it begins to examine how psychological perception is related to the process of negotiation. In perception there are two kinds of discussion. First negotiators look at framing to help them define the negotiating issue or situation at hand. The second discuss the different kinds of systematic errors or also called cognitive biases. With-in this cognitive bias the negotiator may have to compromise a negotiator performance. We often have emotion when we interact with others with negotiation. In emotion there are various kinds of moods that causes behavior and consequences of negotiated outcomes. In this chapter it explained perceptual process and what types of perceptual distortions, for example; stereotyping, halo effects, selective perception, and projection.
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