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ercept|on Cogn|t|on and
Lmot|on |n Negot|at|on
Tle basic building blocls of all social encounieis aie:
O eicepiion
O Cogniiion
O Fiaming
O Cogniiive biases
O Emoiion
ercept|on
eicepiion is:
O Tle piocess by wlicl individuals conneci io ileii
enviionmeni.
O A complex plysical and psyclological piocess
O A "sense-maling" piocess
@e ko|e of ercept|on
Tle piocess of asciibing meaning io messages and evenis is siiongly
influenced by ile peiceivei's cuiieni siaie of mind, iole, and compielension
of eailiei communicaiions
eople inieipiei ileii enviionmeni in oidei io iespond appiopiiaiely
Tle complexiiy of enviionmenis males ii impossible io piocess all of
ile infoimaiion
eople develop sloiicuis io piocess infoimaiion and ilese sloiicuis
cieaie peicepiual eiiois
erceptua| D|stort|on
OFoui maioi peicepiual eiiois:
O Sieieoiyping
O Halo effecis
O Seleciive peicepiion
O ioieciion
tereotyp|ng and na|o Lffects
O Sieieoiyping:
O Is a veiy common disioiiion
O Occuis wlen an individual assigns aiiiibuies io anoilei
solely on ile basis of ile oilei's membeislip in a
paiiiculai social oi demogiaplic caiegoiy
O Halo effecis:
O Aie similai io sieieoiypes
O Occui wlen an individual geneializes aboui a vaiieiy of
aiiiibuies based on ile lnowledge of one aiiiibuie of an
individual
e|ect|ve ercept|on
and ro[ect|on
O Seleciive peicepiion:
O eipeiuaies sieieoiypes oi lalo effecis
O Tle peiceivei singles oui infoimaiion ilai suppoiis a
piioi belief bui filieis oui coniiaiy infoimaiion
O ioieciion:
O Aiises oui of a need io pioieci one's own self-concepi
O eople assign io oileis ile claiacieiisiics oi feelings
ilai iley possess ilemselves
ram|ng
O Fiames:
O Repieseni ile subieciive meclanism iliougl wlicl
people evaluaie and male sense oui of siiuaiions
O Lead people io puisue oi avoid subsequeni aciions
O Focus, slape and oiganize ile woild aiound us
O Male sense of complex iealiiies
O Define a peison, eveni oi piocess
O Impaii meaning and significance
@ypes of rames
O Subsianiive
O Ouicome
O Aspiiaiion
O iocess
O Ideniiiy
O Claiacieiizaiion
O Loss-Gain
now rames Work |n Negot|at|on
O egoiiaiois can use moie ilan one fiame
O Mismaicles in fiames beiween paiiies aie souices
of conflici
O aiiiculai iypes of fiames may lead io paiiiculai
iypes of aigumenis
O Specific fiames may be lilely io be used wiil
ceiiain iypes of issues
O aiiies aie lilely io assume a paiiiculai fiame
because of vaiious faciois
now rames Work |n Negot|at|on
O egoiiaiois can use moie ilan one fiame
O Mismaicles in fiames beiween paiiies aie souices
of conflici
O aiiiculai iypes of fiames may lead io paiiiculai
iypes of aigumenis
O Specific fiames may be lilely io be used wiil
ceiiain iypes of issues
O aiiies aie lilely io assume a paiiiculai fiame
because of vaiious faciois
@e rame of an Issue Canges as te
Negot|at|on Lvo|ves
O egoiiaiois iend io aigue foi siocl issues oi
conceins ilai aie iaised eveiy iime ile paiiies
negoiiaie
O Eacl paiiy aiiempis io male ile besi possible case
foi lis oi lei piefeiied posiiion oi peispeciive
O Fiames may define maioi slifis and iiansiiions in a
complex oveiall negoiiaiion
O Muliiple agenda iiems opeiaie io slape issue
developmeni
Cogn|t|ve 8|ases |n Negot|at|on
O egoiiaiois lave a iendency io male sysiemaiic eiiois
wlen iley piocess infoimaiion. Tlese eiiois,
colleciively labeled coqnitive bioses, iend io impede
negoiiaioi peifoimance.
Cogn|t|ve 8|ases
O Iiiaiional escalaiion of
commiimeni
O Myilical fixed-pie
beliefs
O Ancloiing and
adiusimeni
O Issue fiaming and iisl
O Availabiliiy of
infoimaiion
O Tle winnei's cuise
O Oveiconfidence
O Tle law of small
numbeis
O Self-seiving biases
O Endowmeni effeci
O Ignoiing oileis'
cogniiions
O Reaciive devaluaiion
Irrat|ona| Lsca|at|on of Comm|tment
and Myt|ca| |xed|e 8e||efs
O Iiiaiional escalaiion of commiimeni
O egoiiaiois mainiain commiimeni io a couise of aciion
even wlen ilai commiimeni consiiiuies iiiaiional
belavioi
O Myilical fixed-pie beliefs
O egoiiaiois assume ilai all negoiiaiions (noi iusi some)
involve a fixed pie
ncor|ng and d[ustment
and Issue ram|ng and k|sk
O Ancloiing and adiusimeni
O Tle effeci of ile siandaid (ancloi) againsi wlicl
subsequeni adiusimenis (gains oi losses) aie measuied
O Tle ancloi migli be based on fauliy oi incompleie
infoimaiion, ilus be misleading
O Issue fiaming and iisl
O Fiames can lead people io seel, avoid, oi be neuiial
aboui iisl in decision maling and negoiiaiion
va||ab|||ty of Informat|on
and te W|nner's Curse
O Availabiliiy of infoimaiion
O Opeiaies wlen infoimaiion ilai is piesenied in vivid oi
aiieniion-geiiing ways becomes easy io iecall.
O Becomes ceniial and ciiiical in evaluaiing evenis and
opiions
O Tle winnei's cuise
O Tle iendency io seiile quiclly on an iiem and ilen
subsequenily feel discomfoii aboui a win ilai comes ioo
easily
verconf|dence and
@e Law of ma|| Numbers
O Oveiconfidence
O Tle iendency of negoiiaiois io believe ilai ileii abiliiy
io be coiieci oi accuiaie is gieaiei ilan is aciually iiue
O Tle law of small numbeis
O Tle iendency of people io diaw conclusions fiom small
sample sizes
O Tle smallei sample, ile gieaiei ile possibiliiy ilai pasi
lessons will be eiioneously used io infei wlai will
lappen in ile fuiuie
e|ferv|ng 8|ases
and Lndowment Lffect
O Self-seiving biases
O eople ofien explain anoilei peison's belavioi by
maling aiiiibuiions, eiilei io ile peison oi io ile
siiuaiion
O Tle iendency, lnown as fundamenial aiiiibuiion eiioi,
is io:
O Oveiesiimaie ile iole of peisonal oi inieinal faciois
O Undeiesiimaie ile iole of siiuaiional oi exieinal faciois
O Endowmeni effeci
O Tle iendency io oveivalue someiling you own oi
believe you possess
Ignor|ng ters' Cogn|t|ons
and keact|ve Deva|uat|on
O Ignoiing oileis' cogniiions
O egoiiaiois don'i boilei io asl aboui ile oilei paiiy's
peicepiions and ilouglis
O Tlis leaves ilem io woil wiil incompleie infoimaiion,
and ilus pioduces fauliy iesulis
O Reaciive devaluaiion
O Tle piocess of devaluing ile oilei paiiy's concessions
simply because ile oilei paiiy made ilem
Manag|ng M|spercept|ons and
Cogn|t|ve 8|ases |n Negot|at|on
Tle besi advice ilai negoiiaiois can follow is:
O Be awaie of ile negaiive aspecis of ilese biases
O Discuss ilem in a siiuciuied mannei wiilin ile
ieam and wiil counieipaiis
Mood Lmot|on and Negot|at|on
O Tle disiinciion beiween mood and emoiion is based
on iliee claiacieiisiics:
O Specificiiy
O Iniensiiy
O Duiaiion
Mood Lmot|on and Negot|at|on
O egoiiaiions cieaie boil posiiive and negaiive
emoiions
O osiiive emoiions geneially lave posiiive
consequences foi negoiiaiions
O Tley aie moie lilely io lead ile paiiies iowaid moie
iniegiaiive piocesses
O Tley also cieaie a posiiive aiiiiude iowaid ile oilei side
O Tley piomoie peisisience
Mood Lmot|on and Negot|at|on
O Aspecis of ile negoiiaiion piocess can lead io
posiiive emoiions
O osiiive feelings iesuli fiom faii pioceduies duiing
negoiiaiion
O osiiive feelings iesuli fiom favoiable social compaiison
Mood Lmot|on and Negot|at|on
O egaiive emoiions geneially lave negaiive
consequences foi negoiiaiions
O Tley may lead paiiies io define ile siiuaiion as
compeiiiive oi disiiibuiive
O Tley may undeimine a negoiiaioi's abiliiy io analyze ile
siiuaiion accuiaiely, wlicl adveisely affecis individual
ouicomes
O Tley may lead paiiies io escalaie ile conflici
O Tley may lead paiiies io ieialiaie and may ilwaii
iniegiaiive ouicomes
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Commun|cat|on |n Negot|at|on
Communicaiion piocesses, boil veibal and nonveibal,
aie ciiiical io aclieving negoiiaiion goals and io
iesolving conflicis.
O egoiiaiion is a piocess of inieiaciion
O egoiiaiion is a coniexi foi communicaiion
subileiies ilai influence piocesses and ouicomes
8as|c Mode|s of Commun|cat|on
Communicaiion is an aciiviiy ilai occuis beiween
iwo people: a senJer and a receiver
O A senJer las a meaning in mind and encodes ilis
meaning inio a message ilai is iiansmiiied io a
ieceivei
O A receiver piovides infoimaiion aboui low ile
message was ieceived and by becoming a sendei
and iesponding io, building on, oi iebuiiing ile
oiiginal message (piocesses iefeiied io as
"feedbacl")
D|stort|on |n Commun|cat|on
#. Sendeis and ieceiveis
O Tle moie diveise ileii goals oi ile moie
aniagonisiic iley aie in ileii ielaiionslip, ile
gieaiei ile lilelilood ilai disioiiions and eiiois
in communicaiion will occui
:. Tiansmiiieis and iecepiois
O Tle cloice of iiansmiiiei can affeci ouicomes
O Some messages may be beiiei spolen, oileis wiiiien
O ooi eyesigli, fauliy leaiing, eic. diminisl ile abiliiy of a
ieceivei io ieceive a message accuiaiely
D|stort|on |n Commun|cat|on
#. Messages
O Tle symbolic foims by wlicl infoimaiion is
communicaied
O Tle moie we use symbolic communicaiion, ile
moie lilely ile symbols may noi accuiaiely
communicaie ile meaning we iniend
. Encoding
O Tle piocess by wlicl messages aie pui inio
symbolic foim
O Sendeis aie lilely io encode messages in a foim
wlicl ieceiveis may noi piefei
D|stort|on |n Commun|cat|on
.Clannels
O Tle conduiis by wlicl messages aie caiiied fiom one
paiiy io anoilei
O Messages aie subieci io disioiiion fiom clannel noise oi
vaiious foims of inieifeience
.Decoding
O Tle piocess of iianslaiing messages fiom ileii symbolic
foim inio a foim ilai males sense
O Wlen people speal diffeieni languages, decoding
involves liglei degiees of eiioi
D|stort|on |n Commun|cat|on
.Meanings
O Tle facis, ideas, feelings, ieaciions, oi ilouglis
ilai exisi wiilin individuals and aci as filieis foi
inieipieiing ile decoded messages
O Tlose filieis can iniioduce disioiiions
. Feedbacl
O Tle piocess by wlicl ile ieceivei ieacis io ile
sendei's message
O Absence of feedbacl can coniiibuie io significani
disioiiions
O Feedbacl can disioii communicaiion by
influencing ile offeis negoiiaiois male
Wat Is Commun|cated
dur|ng Negot|at|on?
O Offeis, counieioffeis, and moiives
O Infoimaiion aboui alieinaiives
O Infoimaiion aboui ouicomes
O Social accounis
O Explanaiions of miiigaiing ciicumsiances
O Explanaiions of exoneiaiing ciicumsiances
O Refiaming explanaiions
O Communicaiion aboui piocess
now eop|e Commun|cate
|n Negot|at|on
O Use of language
O Logical level (pioposals, offeis)
O iagmaiic level (semaniics, syniax, siyle)
O Use of nonveibal communicaiion
O Maling eye coniaci
O Adiusiing body posiiion
O onveibally encouiaging oi discouiaging wlai ile oilei
says
now eop|e Commun|cate
|n Negot|at|on
O Seleciion of a communicaiion clannel
O Communicaiion is expeiienced diffeienily wlen ii
occuis iliougl diffeieni clannels
O eople negoiiaie iliougl a vaiieiy of communicaiion
media - by plone, in wiiiing and incieasingly iliougl
eleciionic clannels oi virtuol neqotiotions
O Social piesence disiinguisles one communicaiion
clannel fiom anoilei.
O ile abiliiy of a clannel io caiiy and convey subile social cues
fiom sendei io ieceivei
our 8|ases tat @reaten
Lma|| Negot|at|ons
#. Tempoial syncliony bias
O Tendency foi negoiiaiois io belave as if iley aie in a
synclionous siiuaiion wlen iley aie noi
:. Buined biidge bias
O Tendency io do iisly ilings duiing e-mail ilai would
noi be used in a face-io-face encouniei
#. Squealy wleel bias
O Tendency io use a negaiive emoiional siyle
. Sinisiei aiiiibuiion bias
O Oveilooling ile iole of siiuaiional faciois
now to Improve
Commun|cat|on |n Negot|at|on
O Use of quesiions: iwo basic caiegoiies
O Manageable
O Cause aiieniion oi piepaie ile oilei peison's ilinling foi
fuiilei quesiions:
O "May I asl you a quesiion?"
O geiiing infoimaiion
O "How mucl will ilis cosi?"
O geneiaiing ilouglis
O "Do you lave any suggesiions foi impioving ilis?"
now to Improve
Commun|cat|on |n Negot|at|on
O Use of quesiions: iwo basic caiegoiies
O Unmanageable quesiions
O Cause difficuliy
O "Wleie did you gei ilai dumb idea?"
O give infoimaiion
O "Didn'i you lnow we couldn'i affoid ilis?"
O biing ile discussion io a false conclusion
O "Don'i you ilinl we lave ialled aboui ilis enougl?"
now to Improve
Commun|cat|on |n Negot|at|on
O Lisiening: iliee maioi foims
#. assive lisiening: Receiving ile message wlile
pioviding no feedbacl io ile sendei
:. Aclnowledgmeni: Receiveis nod ileii leads,
mainiain eye coniaci, oi inieiieci iesponses
#. Aciive lisiening: Receiveis iesiaie oi paiapliase ile
sendei's message in ileii own language
now to Improve
Commun|cat|on |n Negot|at|on
O Role ieveisal
O egoiiaiois undeisiand ile oilei paiiy's posiiions by
aciively aiguing ilese posiiions uniil ile oilei paiiy
is convinced ilai le oi sle is undeisiood
O Impaci and success of ile iole-ieveisal ieclnique
#. Effeciive in pioducing cogniiive clanges and aiiiiude
clanges
:. Wlen ile posiiions aie compaiible, lilely io pioduce
accepiable iesulis; wlen ile posiiions aie
incompaiible, may inlibii posiiive clange
#. oi necessaiily effeciive oveiall as a means of inducing
agieemeni beiween paiiies
pec|a| Commun|cat|on Cons|derat|ons at
te C|ose of Negot|at|ons
O Avoiding faial misiales
O Keeping iiacl of wlai you expeci io lappen
O Sysiemaiically guaiding youiself againsi self-seiving
expeciaiions
O Reviewing ile lessons fiom feedbacl foi similai
decisions in ile fuiuie
O Aclieving closuie
O Avoid suiiendeiing impoiiani infoimaiion needlessly
O Refiain fiom maling "dumb iemails"
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