BUS 50.3 Chapter 5 - Copy

BUS 50.3 Chapter 5 - Copy - CHAPTER FIVE Perception,...

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CHAPTER FIVE Perception, Cognition, and Emotion
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Perception, Cognition, and Emotion in Negotiation The basic building blocks of all social encounters are: Perception Cognition Framing Cognitive biases Emotion
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Perception Perception is: The process by which individuals connect to their environment. A complex physical and psychological process. A “sense-making” process.
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The Role of Perception
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Perceptual Distortion Four major perceptual errors: Stereotyping Halo effects Selective perception Projection
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Stereotyping and Halo Effects Stereotyping : Is a very common distortion Occurs when an individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category (e.g., old person and therefore very conservative approaches) Halo effects : Are similar to stereotypes Occur when an individual generalizes about a variety of attributes based on the knowledge of one attribute of an individual (e.g., person smiles and therefore is honest)
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Selective Perception and Projection Selective perception: Perpetuates stereotypes or halo effects The perceiver singles out information that supports a prior belief but filters out contrary information (e.g., so since smiled and is deemed honest, I’ll downplay any behavior that seems dishonest) Projection: Arises out of a need to protect one’s own self-concept People assign to others the characteristics or feelings that they possess themselves (e.g., if I would feel frustrated in this situation, the other party also probably is frustrated)
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Framing Frames: Represent the subjective mechanism through which people evaluate and make sense out of situations Lead people to pursue or avoid subsequent actions Focus, shape and organize the world around us Make sense of complex realities Define a person, event or process Impart meaning and significance
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Types of Frames Substantive: have a disposition what key issue or conflict is about. Outcome: a predisposition to achieving a specific result or outcome from the negotiation (often use distributive approaches) Aspiration: a predisposition to satisfying a broader set of interests, rather than focusing on a specific outcome (often use integrative
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BUS 50.3 Chapter 5 - Copy - CHAPTER FIVE Perception,...

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