N5 : Summary
In the chapter five, we learn that perception, cognition are the basic building blocks of all social encounters, including the three basic elements in the negotiation. First, the chapter begins with the definition of perception. Then it introduces four type of perceptual distortion: stereotyping, halo effect, selective perception and projection. Second, this chapter discusses the framing which is a key issue in perception and negotiation. Then, the chapter discusses the ways to manage misperceptions and cognitive biases in negotiation. Final, it talks about the role of mood and emotion in negotiation which has been the subject of an increasing body of recent theory and research during the last decade.
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