NC5 Perception, Cognition, and Communication

Perception, Cognition, and Communication

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• Perception and Negotiation
• + - A. The Role of Perception

§ 1. Negotiators approach each negotiation guided by their perceptions of past situations and current attitudes and behaviors

2. Perception is the process by which individuals connect to their environment

• B. Perceptual DIstortion in Negotiation
• C. Framing
• + - Mood, Emotion, and Negotiation
• A. Negotiations Create both Positive and Negative Emotions
• B. Positive Emotions Generally have Positive Consequences for Negotiation
• C. Negative Emotions Generally have Negative Consequences for Negotiations
• D. Emotions can be used Strategically as Negotiation Tactics
• + - Cognitive Biases in Negotiation
• 1. Irrational Escalation of Commitment
• 2. Mythical Fixed-Pie Beliefs
• 3. Anchoring and Adjustment
• 4. Framing
• 5. Availability of Information
• 6. The Winner's Curse
• 7. Overconfidence
• 8. The Law of Small Numbers
• 9. Self-Serving Biases
• 10. Endowment Effect
• 11. Ignoring Others' Cognitions
• 12. Reactive Devaluation
• + - Special Communication Considerations at the Close of Negotiations
• A. Avoiding Fatal Mistakes
• B. Achieving Closure
• + - Managing Misperceptions and Cognitive Biases in Negotiation

o A. Misperceptions and cognitive biases arise automatically and out of conscience awareness as negotiators gather and process information.

B. Reframing: negotiators may apply several different frames to the same negotiation.

• + - Communication during Negotiation
• + - A. Categories of communication in negotiations
• 1. Offers and Counteroffers
• 2. information about Alternatives
• 3. Information about Outcomes
• 4. Social Accounts
• 5. Communication about Process
• + - B. How People Communicate in Negotiation
• 1. use of language
• 2. selection of communication channel
• + - C. How to Improve Communication in Negotiation
• 1. the use of questions
• 2. listening
• 3. role reversal