Perception is the process of attaining awareness or understanding of sensory information. This could have serious influences on their ability to interpret with accuracy what the other party is saying and meaning. Therefore, negotiators need to understand how information is perceived, filtered, distorted and framed, so that they can prepare themselves when dealing with these information factors as well as processing it more readily. The ‘framing’ idea is influential in negotiation because it’s about focusing, shaping and organizing the concentration of the negotiation and the world around us.
Cognitive biases are glitches that negotiators typically run into during the information process and they tend to block a negotiator’s performance. To handle this wisely with professionalism and cognitive biases, negotiators need to first be aware that these negative aspects can possibly come up at anytime. Furthermore, parties need to carefully develop discussions of the issues and hatch out preferences to help reduce the effects of perceptual biases in the process of negotiation.
Perception, cognition, and emotion have a serious influence on the negotiation process. Perception and cognition are the basic building blocks of all social encounters, including negotiation, in the sense of that our social actions are guided by the way we perceive and analyze the other party, the situation, and our own interests and position. Our emotions are guided by the way we perceive things occurring around us and our cognitive choices help guide us to what we ultimately want.
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