列维奇 商务谈判（第8版）IMChap06Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 6 Perception, Cognition, and Emotion Chapter Overview Perception, cognition, and emotion are the basic building blocks of all social encounters. A working knowledge of how humans perceive the world around them, process information and experience emotions is important in understanding why people behave the way they do during negotiations. We begin the chapter by examining how psychological perception is related to the proce