How do perception cognition and emotion affect negotiation Assignment

How do perception cognition and emotion affect negotiation - Assignment Example More often than not, perception can lead to various perceptual distortions that can affect the outcome of any negotiation and the times it can be in a negative way or error in subsequent communication. This is because perception depends on the perceiver’s present state of mind and comprehension Stereotyping, Halo effect, Selective Perception, and Projection are all perceptual distortions that in a given any negotiation environment and can lead to erroneous communication and build predispositions that will affect the outcome of a particular negotiation. Cognition is a common tendency to obtain process information by filtering it through a person’s own dislike, like and experiences. In other words, it is an irrational escalation of a commitment. Cognitive bias just like perception has a negative effect on negotiation, and a good negotiator should always develop skills to manage it. Negotiator should be aware that cognitive biases and misperceptions that occurs as he gather and process information and outline them in a structured manner within his team and with his counterparts. In addition, careful discussion of the issues during negotiation and preference can minimize the outcomes of perceptual biases. This is critical aspects and if not properly checked may lead to a negative outcome of a negotiation. In addition, it is important to consider when and how to interact in order think properly while trying to comprehend information around our environment to enhance negotiation. Closely related to these aspects are the various t ypes of cognitive biases that may result in an outcome of in negotiations: Irrational escalation of commitment, overconfidence, anchoring and adjustment, availability of information, issue framing and risk the winner’s curs, the law of small numbers, endowment effect, self-serving biases, reactive devaluation, ignoring others’ cognitions.