McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserv ed. CHAPTER FIVE Perception, Cognition, and Emotion Perception, Cognition, and Emotion in Negotiation The basic building blocks of all social encounters are: • Perception • Cognition – Framing – Cognitive biases • Emotion 5-3 Perception Perception is: • The process by which individuals connect to their environment. • A complex physical and psychological process • A “sense-making” process 5-4 The Process of 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 5-5 Perceptual Distortion • Four major perceptual errors: – Stereotyping – Halo effects – Selective perception – Projection 5-6 Stereotyping and Halo Effects • Stereotyping: – Is a very common distortion – Occurs when an individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category • 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 5-7 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 one’s own self-concept – People assign to others the characteristics or feelings that they possess themselves 5-8 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 5-9 Types of Frames • Substantive • Outcome • Aspiration • Process • Identity • Characterization • Loss-Gain 5-10 . FIVE Perception, Cognition, and Emotion Perception, Cognition, and Emotion in Negotiation The basic building blocks of all social encounters are: • Perception. involve a fixed pie 5-17 Anchoring and Adjustment and Issue Framing and Risk • Anchoring and adjustment – The effect of the standard (anchor) against which