Chapter 5 Perception Cognition And Emotion Perception o Defined as the process of screening selecting and interpreting stimuli so that it has meaning to the individual o The Perceptual Process From left to right Stimulus Recognition Translation Behavior o Perception in other words is a sense making process o The perceiver s own needs desires motivations and personal experiences can create a predisposition about the other person or party o Types of perceptual distortions Stereotyping When one person places certain attributes on another based solely on that individuals membership in another social or demographic group Halo Effect Similar to stereotype When Individuals generalize about numerous attributes based on their knowledge of one attribute about an individual Ex A smiling person is judged to be more honest than a frowning individual Ex Young people are disrespectful this person is young so therefore they are disrespectful Selective Perception When the perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not confirm to that belief Selective perception can perpetuate stereotypes and halo effects Projection When people assign to others the characteristics or feelings that they possess themselves Projection usually arises when a person has a need to protect their own self concept Framing in Negotiations o Framing is a subjective mechanism through which people evaluate and make sense out of situations leading them to pursue or avoid subsequent actions o Framing is about focusing shaping and organizing the world around us o Frames define a person event or process and separate it from the complex world around it o Framing is important because of the fact that two or more people who are involved in the same situation or in a complex problem often see it or define it in different ways o Framing is important in a negotiation because disputes are often open to different opinions and interpretations as a result of different people s backgrounds o How parties frame and define a negotiating issue or problem is a clear and strong reflection of what they define as central and critical to negotiating objectives o Types of frames Substantive Parties have a particular disposition about the key issue or concern in the conflict Outcome A party s predisposition to achieving a specific result or outcome from the negotiation Aspiration A predisposition toward satisfying a broader set of interests in or needs in negotiation Identity How the parties define who they are Process How the parties will go about resolving their dispute Characterization How the parties define other parties Loss gain How the parties define the risk or reward associated with the particular outcome o Frames in the Negotiation Process Negotiators can use multiple frames Differences or mismatches in frame can lead to conflict in a negotiation Parties will negotiate differently depending on the frame Certain frames are used with certain issues Certain frames may lead to particular types of agreements Parties are likely to assume a particular frame for a various set of reasons and factors o Alternative perspective on Framing Ury Brett and Goldberg proposed an approach to framing disputes that view parties in conflict as using one of three frames Interest People are concerned about what they need desire or want Rights People may be concerned about who is right and what is fair or correct Power Sometimes based on who is physically stronger or who can coerce the other but more often than not its economic pressures expertise legitimate authority etc o How do frames change during negotiation situations Frames change in negotiations because the definition of the issue at stake may change as the discussion evolves Disputes tend to be transformed through a process of Naming Blaming and Claiming Naming is when parties label or identify a problem and characterize what it is about Blaming occurs when the parties try to determine who or what caused the problem Claiming occurs when the individual who has the problem decides to confront file charges or take some action against the individual that caused the problem Cognition o What are the various cognitive biases in negotiation situations Irrational Escalation of Commitment Issue Framing and Risk Mythical fixed pie beliefs Anchoring and Adjustment Availability of Information The Winner s Curse Overconfidence The Law of Small Numbers Self Serving Biases Endowment Effect Reactive Devaluation Ignoring Others Cognitions o How to manage these misperceptions First being aware that these distortions can occur Reframing Discuss negative effects of distortions in a structured manner Emotion and Mood o Positive feelings are more likely to lead the parties toward more integrative processes o Positive feelings also create positive attitudes toward the other side o Positive feelings promote persistence o Negative emotions may lead parties to escalate the conflict o Negative emotions may lead to retaliation within a negotiation Chapter 6 Communication in Negotiations What is the basic model of communication in negotiations o Sender and Receiver o Meaning o Sender Encodes Verbal non verbal or both o Channel or medium o Receiver decodes and interprets o Feedback loops What are the 6 distortions in communications o Individual communicators sender and receiver both have goals they want to accomplish the more dislike the goals the more antagonistic the negotiation becomes and more distortions are created o Messages The way in which one communicates information Some messages are direct expression of meaning while others are symbolic representations Symbolic communication isn t as effective as direct expression o Encoding The process by which messages are put into symbolic form o Channels and Media means through which information is sent and received o Reception The process of comprehension receiving messages in their verbal nonverbal or symbolic form and decoding them into a form that is understandable to the recipient o Interpretation The process of ascertaining the meaning and significance of decoded messages for the situation going forward What are the typical subjects that are communicated during negotiation o Offers counteroffers and motives Affiliation motives more likely to get along friendly relationships Power motives mostly likely to reject concessions and escalate conflict o Information about alternatives Both parties should be