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McGraw- ©2006 The McGraw-Hill

CHAPTER FIVE

Perception, Cognition,

and Emotion

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Perception, Cognition, and

Emotion in Negotiation

The %asic %&il$in! %loc's o( all social

enco&n"ers are)

* +ercep"ion

* Co!ni"ion

ramin! Co!ni"i#e %iases

* mo"ion

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Perception

+ercep"ion is)

* The process % which in$i#i$&als connec" "o

"heir en#ironmen".

* A comple phsical an$ pscholo!ical process

* A sense-ma'in!3 process

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The Role of Perception

The process o( ascri%in! meanin! "o messa!es an$ e#en"s is s"ron!l in(l&ence$

% "he percei#ers c&rren" s"a"e o( min$, role, an$ comprehension o( earlier

comm&nica"ions

+eople in"erpre" "heir en#ironmen" in or$er "o respon$ appropria"el

The complei" o( en#ironmen"s ma'es i" impossi%le "o process all o( "hein(orma"ion

+eople $e#elop shor"c&"s "o process in(orma"ion an$ "hese shor"c&"s crea"e

percep"&al errors

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Perceptual Distortion

* o&r maor percep"&al errors)

7"ereo"pin!

Halo e((ec"s

7elec"i#e percep"ion

+roec"ion

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tereot!ping and Halo Effects

* 7"ereo"pin!) Is a #er common $is"or"ion

8cc&rs when an in$i#i$&al assi!ns a""ri%&"es "o ano"her

solel on "he %asis o( "he o"hers mem%ership in a par"ic&lar

social or $emo!raphic ca"e!or

* Halo e((ec"s)

Are similar "o s"ereo"pes 8cc&r when an in$i#i$&al !enerali9es a%o&" a #arie" o(

a""ri%&"es %ase$ on "he 'nowle$!e o( one a""ri%&"e o( an

in$i#i$&al

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electi"e Perception

and Pro#ection

* 7elec"i#e percep"ion)

+erpe"&a"es s"ereo"pes or halo e((ec"s The percei#er sin!les o&" in(orma"ion "ha" s&ppor"s a prior

%elie( %&" (il"ers o&" con"rar in(orma"ion

* +roec"ion)

Arises o&" o( a nee$ "o pro"ec" ones own sel(-concep" +eople assi!n "o o"hers "he charac"eris"ics or (eelin!s "ha"

"he possess "hemsel#es

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Framing

* rames) epresen" "he s&%ec"i#e mechanism "hro&!h which people

e#al&a"e an$ ma'e sense o&" o( si"&a"ions

<ea$ people "o p&rs&e or a#oi$ s&%se=&en" ac"ions

oc&s, shape an$ or!ani9e "he worl$ aro&n$ &s

Ma'e sense o( comple reali"ies

>e(ine a person, e#en" or process

Impar" meanin! an$ si!ni(icance

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T!pes of Frames

* 7&%s"an"i#e

* 8&"come

* Aspira"ion* +rocess

* I$en"i"

* Charac"eri9a"ion

* <oss-Gain

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Ho$ Frames %or& in Negotiation

* @e!o"ia"ors can &se more "han one (rame

* Misma"ches in (rames %e"ween par"ies are so&rces o(

con(lic"

* +ar"ic&lar "pes o( (rames ma lea$ "o par"ic&lar "pes

o( ar!&men"s

* 7peci(ic (rames ma %e li'el "o %e &se$ wi"h cer"ain

"pes o( iss&es* +ar"ies are li'el "o ass&me a par"ic&lar (rame

%eca&se o( #ario&s (ac"ors

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Interests, Rights, and Po$er

+ar"ies in con(lic" &se one o( "hree (rames)

* In"eres"s) people "al' a%o&" "heir posi"ions3 %&" o("en

wha" is a" s"a'e is "heir &n$erlin! in"eres"s

* i!h"s) people ma %e concerne$ a%o&" who is

ri!h"3 "ha" is, who has le!i"imac, who is correc",

an$ wha" is (air

* +ower) people ma wish "o resol#e a con(lic" on "he %asis o( who is s"ron!er

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The Frame of an Issue Changes as

the Negotiation E"ol"es* @e!o"ia"ors "en$ "o ar!&e (or s"oc' iss&es or concerns

"ha" are raise$ e#er "ime "he par"ies ne!o"ia"e

* ach par" a""emp"s "o ma'e "he %es" possi%le case (orhis or her pre(erre$ posi"ion or perspec"i#e

* rames ma $e(ine maor shi("s an$ "ransi"ions in acomple o#erall ne!o"ia"ion

* M&l"iple a!en$a i"ems opera"e "o shape iss&e$e#elopmen"

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ome Ad"ice a'out Pro'lem

Framing for Negotiators* rames shape wha" "he par"ies $e(ine as "he 'e iss&es

an$ how "he "al' a%o&" "hem

* o"h par"ies ha#e (rames* rames are con"rolla%le, a" leas" "o some $e!ree

* Con#ersa"ions chan!e an$ "rans(orm (rames in was

ne!o"ia"ors ma no" %e a%le "o pre$ic" %&" ma %e

a%le "o con"rol

* Cer"ain (rames are more li'el "han o"hers "o lea$ "o

cer"ain "pes o( processes an$ o&"comes

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Cogniti"e (iases in Negotiation

* @e!o"ia"ors ha#e a "en$enc "o ma'e

ss"ema"ic errors when "he process

in(orma"ion. These errors, collec"i#el la%ele$

cognitive biases, "en$ "o impe$e ne!o"ia"or

per(ormance.

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Cogniti"e (iases

* Irra"ional escala"ion o(

commi"men"

* M"hical (ie$-pie

%elie(s

* Anchorin! an$

a$&s"men"

* Iss&e (ramin! an$ ris' * A#aila%ili" o(

in(orma"ion

* The winners c&rse

* 8#ercon(i$ence

* The law o( small

n&m%ers* 7el(-ser#in! %iases

* n$owmen" e((ec"

* I!norin! o"hersco!ni"ions

* eac"i#e $e#al&a"ion

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Irrational Escalation of Commitment

and )!thical Fi*ed+Pie (eliefs

* Irra"ional escala"ion o( commi"men"

@e!o"ia"ors main"ain commi"men" "o a co&rse o( ac"ion

e#en when "ha" commi"men" cons"i"&"es irra"ional %eha#ior

* M"hical (ie$-pie %elie(s

@e!o"ia"ors ass&me "ha" all ne!o"ia"ions Bno" &s" some

in#ol#e a (ie$ pie

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Anchoring and Ad#ustment

and Issue Framing and Ris& * Anchorin! an$ a$&s"men"

The e((ec" o( "he s"an$ar$ Banchor a!ains" which

s&%se=&en" a$&s"men"s B!ains or losses are meas&re$ The anchor mi!h" %e %ase$ on (a&l" or incomple"e

in(orma"ion, "h&s %e mislea$in!

* Iss&e (ramin! an$ ris'

rames can lea$ people "o see', a#oi$, or %e ne&"ral a%o&"ris' in $ecision ma'in! an$ ne!o"ia"ion

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A"aila'ilit! of Information

and the %inners Curse* A#aila%ili" o( in(orma"ion

8pera"es when in(orma"ion "ha" is presen"e$ in #i#i$ or

a""en"ion-!e""in! was %ecomes eas "o recall. ecomes cen"ral an$ cri"ical in e#al&a"in! e#en"s an$

op"ions

* The winners c&rse

The "en$enc "o se""le =&ic'l on an i"em an$ "hens&%se=&en"l (eel $iscom(or" a%o&" a win "ha" comes "oo

easil

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-"erconfidence and

The .a$ of mall Num'ers* 8#ercon(i$ence

The "en$enc o( ne!o"ia"ors "o %elie#e "ha" "heir a%ili" "o

%e correc" or acc&ra"e is !rea"er "han is ac"&all "r&e* The law o( small n&m%ers

The "en$enc o( people "o $raw concl&sions (rom smallsample si9es

The smaller sample, "he !rea"er "he possi%ili" "ha" pas"lessons will %e erroneo&sl &se$ "o in(er wha" will happenin "he (&"&re

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Confidence or -"erconfidence/

We came to Iceland to advance the cause of peace. . .andthough we put on the table the most far-reaching armscontrol proposal in history, the General Secretary rejectedit.

+resi$en" onal$ ea!an "o repor"ers,(ollowin! comple"ion o( pres&mmi" arms con"rol $isc&ssions

in e'a#i', Icelan$, on 8c"o%er 12, 1?;6.

I proposed an urgent meeting here because we had

something to propose. . .The mericans came to thismeeting empty handed.7ecre"ar General Mi'hail Gor%ache#,

>escri%in! "he same mee"in! "o repor"ers.

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elf+er"ing (iases

and Endo$ment Effect* 7el(-ser#in! %iases

+eople o("en eplain ano"her persons %eha#ior % ma'in!

a""ri%&"ions, ei"her "o "he person or "o "he si"&a"ion The "en$enc, 'nown as (&n$amen"al a""ri%&"ion error, is"o)

* 8#eres"ima"e "he role o( personal or in"ernal (ac"ors* Dn$eres"ima"e "he role o( si"&a"ional or e"ernal (ac"ors

* n$owmen" e((ec" The "en$enc "o o#er#al&e some"hin! o& own or %elie#eo& possess

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Ignoring -thers Cognitions

and Reacti"e De"aluation

* I!norin! o"hers co!ni"ions

@e!o"ia"ors $on" %o"her "o as' a%o&" "he o"her par"s

percep"ions an$ "ho&!h"s This lea#es "hem "o wor' wi"h incomple"e in(orma"ion, an$

"h&s pro$&ces (a&l" res&l"s

* eac"i#e $e#al&a"ion

The process o( $e#al&in! "he o"her par"s concessions

simpl %eca&se "he o"her par" ma$e "hem

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)anaging )isperceptions and

Cogniti"e (iases in Negotiation

The %es" a$#ice "ha" ne!o"ia"ors can (ollow is)

* e aware o( "he ne!a"i#e aspec"s o( "hese %iases* >isc&ss "hem in a s"r&c"&re$ manner wi"hin "he "eam

an$ wi"h co&n"erpar"s

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)ood, Emotion, and Negotiation

* The $is"inc"ion %e"ween moo$ an$ emo"ion is

%ase$ on "hree charac"eris"ics)

7peci(ici"

In"ensi"

>&ra"ion

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* @e!o"ia"ions crea"e %o"h posi"i#e an$ ne!a"i#e

emo"ions

* +osi"i#e emo"ions !enerall ha#e posi"i#e

conse=&ences (or ne!o"ia"ions

The are more li'el "o lea$ "he par"ies "owar$ more

in"e!ra"i#e processes

The also crea"e a posi"i#e a""i"&$e "owar$ "he o"her si$e

The promo"e persis"ence

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* Aspec"s o( "he ne!o"ia"ion process can lea$ "o

posi"i#e emo"ions

+osi"i#e (eelin!s res&l" (rom (air proce$&res $&rin!

ne!o"ia"ion +osi"i#e (eelin!s res&l" (rom (a#ora%le social comparison

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* @e!a"i#e emo"ions !enerall ha#e ne!a"i#e

conse=&ences (or ne!o"ia"ions

The ma lea$ par"ies "o $e(ine "he si"&a"ion as compe"i"i#e

or $is"ri%&"i#e The ma &n$ermine a ne!o"ia"ors a%ili" "o anal9e "he

si"&a"ion acc&ra"el, which a$#ersel a((ec"s in$i#i$&al

o&"comes

The ma lea$ par"ies "o escala"e "he con(lic" The ma lea$ par"ies "o re"alia"e an$ ma "hwar"

in"e!ra"i#e o&"comes

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* Aspec"s o( "he ne!o"ia"ion process can lea$ "one!a"i#e emo"ions @e!a"i#e emo"ions ma res&l" (rom a compe"i"i#e min$se"

@e!a"i#e emo"ions ma res&l" (rom an impasse* ((ec"s o( posi"i#e an$ ne!a"i#e emo"ion

+osi"i#e emo"ions ma !enera"e ne!a"i#e o&"comes

@e!a"i#e (eelin!s ma elici" %ene(icial o&"comes

* mo"ions can %e &se$ s"ra"e!icall as ne!o"ia"ion!am%i"s

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