《国际商务谈判》罗伊列维奇。原版课件,第五章 PPT.pptVIP

CHAPTER 5 Perception, Cognition, and Emotion The Titles Perception Framing Cognitive Biases in Negotiation Managing Misperceptions and Cognitive Biases in Negotiation Mood, Emotion, and Negotiation Chapter Summary 1. Perception Perception Defined Perception is the process by which individuals connect to their environment. The process of ascribing meaning to message and events is strongly influenced by the perceiver’s current state of mind, role, and comprehension of earlier communications. Perception Distortion In a given negotiation, the perceiver’s own needs, desires, motivation, and personal experiences may create a predisposition about the other party. This causes for concern when it leads to biases and errors in perception and subsequent communications. The Perceptual Process Figure 5.1 Perception is a “sense-making ” process; people interpret their environment so that they can respond appropriate Perception Distortion -1 Stereotyping. It occurs when one individual assigns attributions to another solely on the basis of the other’s membership in a particular social or demographic category. Halo Effects. It occurs when people generalize about a variety of attributes based on the knowledge of one attribute of an individual. Perception Distortion -2 Selective Perception. It occurs when the perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not confirm that belief. Projection. It occurs when people assign to others the characteristics or feelings that they possess themselves. It usually arises out of a need to protect to one’s own self-concept—to see oneself as consistent and good. 2. Framing A frame is the subjective mechanism through which people evaluate and make sense out of situation, leading them to pursue or avoid subsequent actions. The popularity of framing has come with the recognition that often two or more people w