Download - Ana Negotiation w6
-
8/17/2019 Ana Negotiation w6
1/28
-
8/17/2019 Ana Negotiation w6
2/28
Week 6
NEGOTIATION SUB
PROCESS:• PERCEPTION
• FRAING
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.
5-2
-
8/17/2019 Ana Negotiation w6
3/28
PERCEPTION! COGNITION! AN"
EOTION IN NEGOTIATION
The basic building blocks of all socialencounters are:
• Perception
• Cognition Framing
Cognitive biases• Emotion
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner. 5-$
-
8/17/2019 Ana Negotiation w6
4/28
PERCEPTION
Perception is:
• The process by which individuals
connect to their environment• ! comple" physical and psychologicalprocess
• ! #sense-making$ process
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-%
-
8/17/2019 Ana Negotiation w6
5/28
T#E PROCESS OF PERCEPTION
The process of ascribing meaning to messages andevents is strongly in%uenced by the perceiver&scurrent state of mind' role' and comprehension ofearlier communications
& People interpret their environment in order torespond appropriately & The comple"ity of environments makes it
impossible to process all of the information & People develop shortcuts to process information
and these shortcuts create perceptual errors© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in any5-5
-
8/17/2019 Ana Negotiation w6
6/28
PERCEPTUAL "ISTORTION
• Four ma(or perceptual errors: )tereotyping
*alo e+ects )elective perception
Pro(ection
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-'
-
8/17/2019 Ana Negotiation w6
7/28
STEREOT$PING AN" #ALOEFFECTS
• )tereotyping: ,s a very common distortionccurs when an individual assigns
attributes to another solely on the basisof the other&s membership in a particularsocial or demographic category
• *alo e+ects:
!re similar to stereotypesccur when an individual generali.esabout a variety of attributes based on theknowledge of
one attribute of an individual© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-(
-
8/17/2019 Ana Negotiation w6
8/28
SELECTI%E PERCEPTION
AN" PRO&ECTION
• )elective perception: Perpetuates stereotypes or halo e+ects
The perceiver singles out information thatsupports a prior belief but /lters out contraryinformation
• Pro(ection:
!rises out of a need to protect one&s own self-concept
People assign to others the characteristics orfeelings that they possess themselves
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-)
-
8/17/2019 Ana Negotiation w6
9/28
-
8/17/2019 Ana Negotiation w6
10/28
T$PES OF FRAES
• )ubstantive
• utcome
• !spiration
• Process
• ,dentity
• Characteri.ation• oss-5ain
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-10
-
8/17/2019 Ana Negotiation w6
11/28
#O' FRAES 'OR( IN NEGOTIATION
• 6egotiators can use more than oneframe
• 3ismatches in frames between partiesare sources of con%ict
• Particular types of frames may lead toparticular types of arguments
• )peci/c frames may be likely to be usedwith certain types of issues
• Parties are likely to assume a particular
frame because of various factors© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any 5-11
-
8/17/2019 Ana Negotiation w6
12/28
INTERESTS! RIG#TS! AN" PO'ER
Parties in con%ict use one of threeframes:
• ,nterests: people talk about their#positions$ but often what is at stake istheir underlying interests
• 0ights: people may be concerned
about who is #right$ 7 that is' who haslegitimacy' who is correct' and what isfair
• Power: people may wish to resolve acon%ict
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-12
-
8/17/2019 Ana Negotiation w6
13/28
T#E FRAE OF AN ISSUE C#ANGES
AS T#E NEGOTIATION E%OL%ES• 6egotiators tend to argue for stockissues or concerns that are raisedevery time the parties negotiate
• Each party attempts to make the bestpossible case for his or her preferredposition or perspective
• Frames may de/ne ma(or shifts andtransitions in a comple" overallnegotiation
• 3ultiple agenda items operate to
shape© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-1$
-
8/17/2019 Ana Negotiation w6
14/28
SOE A"%ICE ABOUT PROBLE
FRAING FOR NEGOTIATORS• Frames shape what the parties de/neas the key issues and how they talk
about them• 8oth parties have frames
• Frames are controllable' at least tosome degree
• Conversations change and transformframes in ways negotiators may notbe able to predict but may be able to
control•
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or authori"ed instructor
use. #ot authori"ed !or sale or distribution in any anner.
5-1%
-
8/17/2019 Ana Negotiation w6
15/28
COGNITI%E BIASES IN NEGOTIATION
• 6egotiators have a tendency to makesystematic errors when they process
information These errors' collectivelylabeled cognitive biases, tend to impedenegotiator performance
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-15
-
8/17/2019 Ana Negotiation w6
16/28
COGNITI%E BIASES
• ,rrationalescalation ofcommitment
• 3ythical /"ed-piebeliefs
• !nchoring and
ad(ustment• ,ssue framing
and risk
• !vailability ofinformation
• The winner&scurse
• vercon/dence• The law of smallnumbers
• )elf-servingbiases
• Endowmente+ect
• ,gnoring others&
cognitions• 0eactive© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or authori"ed instructoruse. #ot authori"ed !or sale or distribution in any anner. 5-1'
-
8/17/2019 Ana Negotiation w6
17/28
IRRATIONAL ESCALATION OFCOITENT AN" $T#ICALFI)E"*PIE BELIEFS
• ,rrational escalation of commitment6egotiators maintain commitment to a course
of action even when that commitmentconstitutes irrational behavior
• 3ythical /"ed-pie beliefs6egotiators assume that all negotiations 9not
(ust some involve a /"ed pie
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-1(
-
8/17/2019 Ana Negotiation w6
18/28
-
8/17/2019 Ana Negotiation w6
19/28
A%AILABILIT$ OF INFORATION
AN" T#E 'INNER+S CURSE
• !vailability of informationperates when information that is presented
in vivid or attention-getting ways becomeseasy to recall
8ecomes central and critical in evaluatingevents and options
• The winner&s curse The tendency to settle 2uickly on an itemand then subse2uently feel discomfort abouta win that comes too easily
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-1*
-
8/17/2019 Ana Negotiation w6
20/28
O%ERCONFI"ENCE
AN" T#E LA' OF SALL NUBERS
• vercon/dence The tendency of negotiators to believe that
their ability to be correct or accurate isgreater than is actually true
• The law of small numbers The tendency of people to draw conclusionsfrom small sample si.es
The smaller sample' the greater thepossibility that past lessons will beerroneously used to infer what will happen inthe future
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner.
5-20
-
8/17/2019 Ana Negotiation w6
21/28
SELF*SER%ING BIASES
AN" EN"O'ENT EFFECT
• )elf-serving biases People often e"plain another person&s
behavior by making attributions' either to theperson or to the situation The tendency' known as fundamentalattribution error' is to:verestimate the role of personal or internal
factors;nderestimate the role of situational or e"ternal
factors
• Endowment e+ect The tendency to overvalue something youown or believe you possess© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner. 5-21
-
8/17/2019 Ana Negotiation w6
22/28
IGNORING OT#ERS+ COGNITIONS
AN" REACTI%E "E%ALUATION
• ,gnoring others& cognitions6egotiators don&t bother to ask about the
other party&s perceptions and thoughts This leaves them to work with incomplete
information' and thus produces faulty results
• 0eactive devaluation The process of devaluing the other party&sconcessions simply because the other partymade them
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !orauthori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-22
-
8/17/2019 Ana Negotiation w6
23/28
ANAGING ISPERCEPTIONS AN"
COGNITI%E BIASES IN NEGOTIATION
The best advice that negotiators canfollow is:
• 8e aware of the negative aspects ofthese biases
• 4iscuss them in a structured manner
within the team and with counterparts
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-2$
-
8/17/2019 Ana Negotiation w6
24/28
OO"! EOTION! AN" NEGOTIATION
• The distinction between mood andemotion is based on three
characteristics: )peci/city
,ntensity
4uration
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in anyanner. 5-2%
-
8/17/2019 Ana Negotiation w6
25/28
-
8/17/2019 Ana Negotiation w6
26/28
OO"! EOTION! AN" NEGOTIATION
• !spects of the negotiation process canlead to positive emotions
Positive feelings result from fair proceduresduring negotiation
Positive feelings result from favorable socialcomparison
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-2'
-
8/17/2019 Ana Negotiation w6
27/28
OO"! EOTION! AN" NEGOTIATION
• 6egative emotions generally havenegative conse2uences for negotiations
They may lead parties to de/ne the situationas competitive or distributive
They may undermine a negotiator&s ability toanaly.e the situation accurately' which
adversely a+ects individual outcomes They may lead parties to escalate the con%ict
They may lead parties to retaliate and maythwart integrative outcomes
© 2015 by McGraw-Hill Education. This is proprietary aterial solely !or
authori"ed instructor use. #ot authori"ed !or sale or distribution in any
anner.5-2(
-
8/17/2019 Ana Negotiation w6
28/28
OO"! EOTION! AN" NEGOTIATION
• !spects of the negotiation process canlead to negative emotions6egative emotions may result from acompetitive mind-set
6egative emotions may result from animpasse
6egative emotions may result from theprospect of beginning a negotiation
• E+ects of positive and negativeemotion Positive emotions may generate negativeoutcomes
6egative feelings may elicit bene/cial© 2015 by McGraw-Hill Education This is proprietary aterial solely !or authori"ed instructor 5-2)