《国际商务谈判》罗伊列维奇。原版课件，第五章 .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,