EON-5

Summary

This chapter attempted to describe a multifaceted look at the role of perception, cognition, and emotion in negotiation. The first portion of the chapter presented a brief overview of the perceptual distortions: stereotyping, halo effects, selective perception, and projection. The chapter then discussed one of the most important recent areas of inquiry in negotiation. This was followed by consideration of ways to manage misperception and cognitive biases in negotiation. In a final section considered mood and emotion in negotiation.