Ch 6 Flashcards
What is perception?
The process by which individuals connect to their environment
What are the stages of the perceptual process?
stimulus attention recognition translation behavior
What is the Halo effect?
similar to stereotypes and occurs when someone generalizes about a variety of attributes based on the knowledge of one attribute
When does projection occur?
Arises out of a need to protect one’s own self-concept
Why are frames important in negotiation?
disputes are often vague and open to different interpretations
What frame type is most likely to be used in distributive negotiation?
outcome type frames
How are frames used to shape the conversation?
Lead people to pursue or avoid subsequent actions
How does reframing occur?
can make use of metaphors, analogies, or specific cases to make a point
may be used intentionally by one side or the other
What is the irrational escalation of commitment bias?
maintain commitment to a course of action even when that it constitutes irrational behavior
What is the availability of information bias?
information that is presented in attention-getting ways becomes easy to recall
What is the overconfidence bias?
believe that their ability to be correct is greater than is actually true
What is the Endowment Effect?
overvalue something you own or believe you possess
How can reactive devaluation cause negotiators to act?
devaluing the other party’s concessions because the other party made them
What can negative emotions cause?
may lead parties to escalate the conflict
