Perception, Cognition, Emotion

Chapter 5

Perception, Cognition, Emotion
Perceptual distortion: stereotyping occurs when one individual assigns attribute to another solely on the basis of the other membership in a particular social or demographic category. Halo effect occurs when people generalize about a variety of attributes on the knowledge of one attribute of an individual. Selective perception occurs when the perceivers singles out certain information that supports or reinforces a prior belief and filters out of information that doesn’t confirm belief. Projection occurs when people assign to others the characteristics or feelings that they possess themselves.
Framing is the subjective mechanism through which evaluate and make sense of different situations, leading them to pursue or avoid subsequent action. How frame work in negotiation? 1Negotiators can use more than one frame. 2 Mismatches in frame between parties are sources of conflict 3 Particular types of frame can lead to particular types of agreement 4 5.
Cognitive biases in negotiation 1 Irrational escalation of commitment 2 Mythical fixed-pie beliefs 3Anchoring and adjustment 4 Issue framing and risk 5 Availability of information 6 The winners curse 7 Overconfidence 8 The law of small numbers 9 Self-Serving biases 10 Endowment effect 11 Ignoring others cognitions.
Positive emotions: - positive feelings are more likely to lead the parties toward more integrative - positive feelings also create a positive attitude toward the other side - positive feelings promote persistence
Aspects of negotiation process can lead to positive emotion - positive feelings result from fair procedures - positive feelings result from favorable social comparison
Positive feelings may have negative consequences. Negative feelings may creat positive outcome.Negative feelings: - Negative feelings may lead parties to define the situation as competitive or distributive - Negative feelings may undermine negotiators ability to analyze the situation accurately, which adversely affects individual outcome -Negative feelings may lead the parties to escalate the conflict - Negative feelings may lead parties to retaliate and may thwart integrative outcome.

chapter 4

Strategy and planning
Goals: First step to achieve negotiation is to determine goals. We must listen to all goals we want to achieve, determine priority among these goals,
Direct effects on goals and strategy: 1. Wishes are not goals 2. Goals are often link to the other party’s goals 3. There are limits of what goals can be (if our goal exceeds capability of other party we must end negotiation) 4. Effective goal must be concrete, specific, and measurable. Indirect effects on goals and strategy: 1. Long-term goal 2.Goals which require initiating a sequence of negotiation episodes (difficult to define).
Second step is selecting and developing strategy. Tactics are short-term moves design to enact broad strategies, which provide directions to tactical behavior. A unilateral choice is one that is made without the active involvement of the other party. The dual concerns model is model that proposes that individual have to level of related concerns.
Why negotiators might choose not to negotiate: -If one is able to meet one’s needs without negotiating at all, it may make sense to use an avoiding strategy. -It simply may not be worth the time and effort to negotiate. -The to negotiate is closely related to the desirability of available alternatives.
Accommodation is win-lose strategy as competition, it involves an imbalance of outcomes, but in the opposite direction.
Preparation – relationship building –information gathering –information using – bidding – closing the deal – implementating the agreement.