Emotions, Perceptions and Cognitive Skills in Negotiations.

May 13th, 2015
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University of St. Thomas
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Perceptions are the personal understandings and judgments of an individual on a particular topic on the basis of personal experiences and societal stimulus.

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Emotions, Perceptions and Cognitive Skills in NegotiationsRole of Perceptions in NegotiationsPerceptions are the personal understandings and judgments of an individual on a particular topic on the basis of personal experiences and societal stimulus. Every individual view the presented information according to his understanding and base his decisions on the basis of these perceptions. Perceptions play important role in interpersonal communications where information is supposed to be understood by the communicators in the same perspective it is being emitted. If one person says one thing and other does not understand its context and its objective meaning, the decisions and conclusions drawn from the conversation are not satisfactory and reliable. Information sharing and decision making on the basis of this information are two most important ingredients of a negotiation process. Negotiators, facilitators and all concerned parties base their negotiations on perceptions and individual goals are also affected by perceptions to some extent [Meredyth Glass (2015)]. In a negotiation, it is very important to understand what is being said and what is being understood in a negotiation. Stereotyping, Halo Effect and Projection approach are three factors of human perceptions which put their impact on negotiation. Stereotyping is the term used when someone base his decisions and form opinions on the set of norms or actions adopted by a society or a specific group of people. For

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