Perception, cognition and emotion are basic building blocks of all social encounters, including negotiation. Negotiators approaches any other negotiation based on their past experience, current attitude and behavior and hence make an effort to connect to its environment. There are four types of perceptual distortion such as stereotyping, Halo effects, Selective perception and Projection.
Key issue in perception and negotiation is framing, it’s a subjective evaluation, which make sense out of situation, leading them to pursue or avoid consequence. There is lot of research done on framing and various types of framing can be used in the negotiation, also it’s very difficult to tell which type is being used by other party unless they tell you. Hence framing is all about focusing, shaping and organizing the world around us making sense of complex realities and defining them in ways that are meaningful to us.
Negotiators use information to make decisions during the negotiation. It’s quite clear that rather than being perfect processor of information negotiators have tendency to make errors when they process information. These errors are known as cognitive biases.
In conclusion, perception, cognition, mood and emotions have been major impact on effective negotiation and hence learning to deal with them for a successful negotiation is very important.
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