Negotiation 5. Perception, Cognition, and Communication

Chapter 5
Perception, Cognition, and Communication
Summary
This chapter discuss about those fundamental processes that govern the individuals conduct and interpret the interaction the take place in a negotiation and is perception l, cognition and communication. Negotiators approach each negotiation guided by their perception of past situation and current attitudes ad behaviors. Perception is the process by which individual connect to their enivironment. In this chapter we examined how negotiators make sense of negotiation and the role that communication processes play in negotiation processes and outcomes.
The first portion of the chapter discussed perception and negotiation, beginning with a brief overview of the perceptual process. This mainly discussed how fraying influences perceptions in negotiation and how reframing and issue development both change negotiator perceptions during negotiations. The chapter then reviewed the research findings on important cognitive missed in negotiation and considered ways to manage misperceptions and cognitive biased in negotiation
The chapter then shifted to a discussion of what is communicated during negotiation. Rather than simply being an exchange of preferences about solutions negotiations can cover a wide-ranging number of topics in n environment where each party is trying to influence the other. This was followed by an exploration of two issues related to how people communicate in negotiation: the use of language and the selection of a communication channel.
In a final three sections do the chapter we considered hoe to improve communication in negotiation, mood and emotion in negotiation and special communication considerations at the close of negotiation.