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In chapter 6, we take a multifaceted look at the role of perception, cognition, and emotion in negotiation. The first portion of the chapter presented a brief overview of the perceptual process and discussed four types of perceptual distortions: stereotyping, halo effects, selective perception, and projection. We then turned to a discussion of how framing influences perceptions in negotiation and how reframing and issue development both change negotiator perceptions during negotiations.
The chapter then discussed one of the most important recent areas of inquiry in negotiation, that of cognitive biases in negotiation. This was followed by consideration of ways to manage misperception and cognitive biases in negotiation. In a final section we considered mood and emotion in negotiation.
For this discussion, answer the following questions in 200 words and cite at least one source using APA citation.
What is the best ways to manage misperceptions and cognitive bias in negotiations?
What is the best approach for the other side to stay in positive mood? Why does this matter?
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