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BASICS What   DEFINITION PERCEPTUAL DISTORTION SELECTIVE PERCEPTION AND PROJECTION FRAMING TYPES OF FRAMES HOW FRAMES WORK INTERESTS, RIGHTS, AND POWER

PERCEPTION, COGNITION, AND EMOTION IN NEGOTIATION The basic building blocks of all social encounters are: Perception Cognition    Framing    Cognitive biases Emotion Perception defined: The process by which individuals connect to                           their environment. A complex physical and psychological processA "sense-making" process Perception The process of ascribing meaning to messages and events is strongly influenced by the perceiver's current state of mind, role, and comprehension of earlier communications. -             People interpret their environment in order to respond appropriately -             The complexity of environments makes it impossible to process all of the information - People develop shortcuts to process information and these shortcuts create perceptual errors PERCEPTUAL DISTORTION • Four major perceptual errors: ■           Stereotyping ■           Halo effects ■           Selective perception ■           Projection Selective perception: ■           Perpetuates stereotypes or halo effects ■           The perceiver singles out information that supports a prior belief but filters out contrary information Projection: ■           Arises out of a need to protect one's own self-concept ■           People assign to others the characteristics or feelings that they possess themselves FRAMING Frames: ■           Represent the subjective mechanism through which people evaluate and make sense out of situations ■           Lead people to pursue or avoid subsequent actions ■           Focus, shape and organize the world around us ■           Make sense of complex realities ■           Define a person, event or process ■           Impart meaning and significance TYPES OF FRAMES •Substantive •Outcome •Aspiration •Process •Identity •Characterization •Loss-Gain HOW FRAMES WORK IN NEGOTIATION •Negotiators can use more than one frame •Mismatches in frames between parties are sources of conflict •Particular types of frames may lead to particular types of arguments •Specific frames may be likely to be used with certain types of issues •Parties are likely to assume a particular frame because of various factors INTERESTS, RIGHTS, AND POWER Parties in conflict use one of three frames: •  Interests: people talk about their "positions" but often what is at stake is their underlying interests •  Rights: people may be concerned about who is "right" - that is, who has legitimacy, who is correct, and what is fair •  Power: people may wish to resolve a conflict on the basis of who is stronger