Chapter 5. Perception,Cognition and Emotion

This chapter discuss the role of perception,cognition and emotion in the negotiation. It over view the perceptual process and discuss its distortion types: stereotyping, halo effects, selective perception and projection.It explaines how framing influences negotiation and how reframing ans issue development both change negotiators perceptions during negotiation.It discuss the most important areas of inquiry in negotiation and that of cognitive biases in negotiation.