Chapter 5 is about the role of Perception, Cognition and Emotion in the negotiation process. It provides an overview of how it affects the negotiator and the negotiation. It discussed the four types of perceptual distortion which is stereotyping, halo effects, selective perception and projection. It also discusses on how framing influences the negotiation, the cognitive biases, the ways to manage misperception and the Mood and emotion which have a great effect in the negotiators.
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