by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is perception in negotiation?Perception is the process by which individuals connect to their environment by ascribing meaning to messages and events. This process is strongly influenced by the perceiver’s current state of mind, role, and comprehension of...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is Cognitive Framing in Negotiation?A cognitive frame is a subjective mechanism through which people evaluate and make sense of situations, leading them to pursue or avoid subsequent actions. Common cognitive frames are discussed below. What are Interests,...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Mental Models in Negotiation?Mental models are the ways in which people understand social and physical systems. While frames concern how individuals receive and process information, a mental model concerns how individuals approach a situation. That is, it is...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is a cognitive bias in negotiation?Misperceptions and cognitive biases typically arise out of conscious awareness as negotiators gather and process information. The best way to manage the negative consequences of misperception is to be aware that they...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How do Perceptions of Entitlement and Fairness Affect a Negotiation?Individuals generally seek fairness in their relationships with others. In the context of negotiation, parties will seek fairness in the negotiation process (procedural fairness) as well as in the...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How does social comparison influence perceptions of fairness?In determining what is fair, the nature of the relationship between the parties is particularly important. A negotiator will subconsciously undertake a process known as social comparison, which evaluates the...
