Beruflich Dokumente
Kultur Dokumente
CHAPTER FIVE
Perception, Cognition,
and Emotion
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Emotion
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Perception
Perception is:
The process by which individuals connect to
their environment.
A complex physical and psychological process
A sense-making process
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Perceptual Distortion
Four major perceptual errors:
Stereotyping
Halo effects
Selective perception
Projection
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Halo effects:
Are similar to stereotypes
Occur when an individual generalizes about a variety of
attributes based on the knowledge of one attribute of an
individual
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Selective Perception
and 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 ones own self-concept
People assign to others the characteristics or feelings that
they possess themselves
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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
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Types of Frames
Substantive
Outcome
Aspiration
Process
Identity
Characterization
Loss-Gain
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Cognitive Biases
Irrational escalation of
commitment
Mythical fixed-pie
beliefs
Anchoring and
adjustment
Issue framing and risk
Availability of
information
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Availability of Information
and the Winners Curse
Availability of information
Operates when information that is presented in vivid or
attention-getting ways becomes easy to recall.
Becomes central and critical in evaluating events and
options
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Overconfidence and
The Law of Small Numbers
Overconfidence
The tendency of negotiators to believe that their ability to
be correct or accurate is greater than is actually true
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Confidence or Overconfidence?
We came to Iceland to advance the cause of peace. . .and
though we put on the table the most far-reaching arms
control proposal in history, the General Secretary rejected
it.
President Ronald Reagan to reporters,
following completion of presummit arms control discussions
in Reykjavik, Iceland, on October 12, 1986.
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Self-Serving Biases
and Endowment Effect
Self-serving biases
Endowment effect
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Reactive devaluation
The process of devaluing the other partys concessions
simply because the other party made them
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