Summarize Negotiation Chapter 5: Perception, Cognition, and Communication

This chapter focuses on the role of perception and communication in negotiation. We examined how negotiators make sense of negotiation and the role that communication processes play in negotiation processes and outcome. First, we begin with a brief overview of the perceptual process; how psychological perception is related to the process of negotiation, with particular attention to forms of perceptual distortion that can cause problems of understanding and meaning making for negotiators. We discussed how framing influences perceptions in negotiation, and how reframing and issue development both change negotiator perceptions during negotiation. Following these sections on perception and cognition, we turn to the process by which negotiators communicate their own interests, positions, and goals – and in turn make sense of those of the other party and of the negotiation as a whole. We will consider what is communicated in a negotiation, and how people communicate in negotiation. Final, we discussions of how to improve communication in negotiation, the effect of moods and emotions on communication, and special communication considerations at the close of negotiation.