Chapter 6: Perception, Cognition, and EmotionIn order to make sense of information, you need to take into account the environment, yourcurrent state of mind and past experience(s).Heuristics:Because of information overload, our minds often take shortcuts in processinginformation.Perception, cognition, and emotion are the basic building blocks of all social encounters, includingnegotiation.Framing:the strategic use of information to define and articulate negotiating issue or situation.PERCEPTIONPerception:Is the process by which individuals connect to their environment.Many things influence how a person understands and assigns meaning to messages and events including:The perceivers current state of mindRoleAnd comprehension of earlier communications.Perception is a“sense making”process: people interpret their environment so that they can respondappropriately.Perceptual DistortionStereotyping and halo effectsare examples of perceptual distortion bygeneralization:Smallamounts of information are used to draw large conclusions about individuals.Selective perception and projectionare, in contrast, forms of distortion thatinvolve anticipatingcertain attributes and qualities in another person.oThe perceiver filters and distorts information to arrive at a predictable and consistent viewof the other person.Stereotyping:Occurs when one individual assigns attributes to another solely on the basis of the other’smembership in a particular social or demographic category.Stereotypes can be highly resistant to changeIndividuals are more likely to resort to stereotyping under certain conditions.Examples include:oTime pressureoCognitive stressoMoodoConflicts involving values, ideologies, & direct competition for resources among groups. Show 1.Negotiators can use more than one frame.2.Two negotiators may be speaking to each other from different frames, usingdifferent content in the same frame.3.Particular types of frames may lead to particular types of agreements.4.Specific frames may be likely to be used with certain types of issues.5.Parties are likely to assume a particular frame because of various factors.Interests, Rights and PowerInterests: People are often concerned about what they need, desire, or want.Rights: People may also be concerned about what is “right”, that is, who haslegitimacy, who is correct, or what is fair.Power: People may also wish to resolve a negotiation on the basis of the power.The Frame of an Issue changes as the Negotiation EvolvesNegotiators tend to argue for stock issues, or concerns that are raised everytime the parties negotiate.Each party attempts to make the best possible case for his or her preferredposition or perspective.Frames may also define major shifts and transitions in the overall negotiation.Multiple agenda items operate to shape the issue development frame.Although parties usually have one or two major objectives, priorities, or coreissues, there are often a number of lesser or secondary items.Phases of Negotiation1.Preparation:Deciding what is important, defining goals, thinking ahead how towork together with the other party.2.Relationship building:Getting to know the other party, understanding how youand the other are similar and different, and building commitment towardachieving a mutually beneficial set of outcomes.3.Information Gathering:Negotiators assemble the case they want to make fortheir preferred outcomes and settlement, one that will maximize thenegotiator’s own needs.4.Bidding:The process of making moves from one’s initial, ideal position to theactual outcome.5.Closing the Deal:the negotiator and the other party have to assure themselvesthat they reached a deal they can be happy with, or at least live with.6.Implementing the Agreement:Determining who needs to do what once thehands are shaken and the documents signed.The Planning Process1.Defining the IssuesThis step begins with an analysis of the overall situation.A negotiation involves one or two major issues and several minor issues. What is framing in negotiation?The concept of framing in negotiation describes the fact that the way we describe our offers strongly affects how others view them. For example, research by Max Bazerman, Margaret Neale, and Tom Magliozzi finds that people tend to resist compromises—and to declare impasse—that are framed as losses rather than gains.
Which of the following types of frames refers to a party's predisposition to achieving a specific result or outcome from the negotiation?Substantive frame: what the conflict is about. Parties take a substantive frame have a particular disposition about the key issue or concern in the conflict. a party's predisposition to achieving a specific result or outcome from the negotiation.
What is framing in negotiation quizlet?Framing. The strategic use of info to define and articulate a negotiating issue or situation. Cognition. Process where negotiators use info to make decisions about tactics and strategy.
Why is framing important in negotiation?A frame provides a perspective of the problems or issues for a decision maker. One can use a frame to understand the importance of facts or issues in relation to each other. One can use this understanding of the facts or issues to then determine possible outcomes and consider contingency actions to solve a problem.
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Which type of framing is a predisposition toward satisfying a broader set of interests or needs in negotiation?
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