PERCEPTIONS

PERCEPTIONS

1. each negotiation guided by their perceptions of past situations and current attitudes and behaviours

2. Perception is the process by which individuals connect to their environment, strongly influenced by the receiver´s current state of mind

3. ERRORS

   • Halo effects: Same as Stereotyping. Selective perceptions: I take only what I consider important. Projection: I see me on the other.

4. CONCEPTS

   • TRUST: 1. personality theorist: rooted to personality. 2. sociologists and economists theorists: institutionalised, based on implicit and explicit rules. 3. social psychologyst: is expected
   • ETHICS: for what is right or wrong in a particular situation or a process for setting those standards.
     • based on: expectations, law, values and strategy of the org. or personal convictions
   • POWER: A person could be described as having influence, being persuasive, or being a leader. RESIDE ON A RELATIONSHIP
     • LEVERAGE: The negotiator believes he or she needs more leverage than the other party to increase the probability of controlling the negotiation
       • SOURCES: inf. expertise, resources, location in the org, structure