chap 6 IBC201 by NGUYỄN THỊ BÍCH NGỌC QP2667 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i en-us 2023-06-28 01:51:24 UTC 2025-10-26 15:14:56 UTC hello@padlet.com Perception, Cognition, and Emotion quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899246 2023-06-28 01:53:18 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899246 Perception ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899372 2023-06-28 01:53:26 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899372 Perception Defined ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899793 2023-06-28 01:53:54 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633899793 Cognitive Biases in Negotiation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633900074 2023-06-28 01:54:09 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633900074 Perception is the process by which individuals connect to their environment such as a negotiation encounter ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633904546 2023-06-28 01:58:47 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633904546 Managing Misperceptions and Cognitive Biases in Negotiation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633913059 2023-06-28 02:07:20 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633913059 Mood, Emotion, and Negotiation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633913803 2023-06-28 02:07:57 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633913803 In negotiation, the goal is to perceive and interpret with accuracy what the other party is saying and meaning ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633914219 2023-06-28 02:08:19 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633914219 Overconfidence quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633914721 2023-06-28 02:08:46 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633914721 Perception is a complex physical and psychological enterprise ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633915867 2023-06-28 02:09:44 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633915867 It has been defined as “the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual” ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633917778 2023-06-28 02:11:15 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633917778 The tendency of negotiators to believe that their ability tobe correct or accurate is greater than is actually true quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633918184 2023-06-28 02:11:36 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633918184 Environments are typically complex—they present a large number and variety of stimuli, each having different properties such as magnitude, color, shape, texture, and relative novelty ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633919165 2023-06-28 02:12:09 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633919165 Perceptual Distortion ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633922091 2023-06-28 02:14:42 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633922091 Overconfidence has a double-edged effect: quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633925447 2023-06-28 02:17:37 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633925447 (1) It can solidify the degree to which negotiators support positions or options that are incorrect or inappropriate quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633926738 2023-06-28 02:18:42 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633926738 (2) it can lead negotiators to discount the worth or validity of the judgments of others, in effect shutting down other parties as sources of information, interests, and options necessary for a successful integrative negotiation. quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633928398 2023-06-28 02:20:07 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633928398 The Law of Small Numbers quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633929230 2023-06-28 02:20:52 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633929230 Four major perceptual errors: stereotyping, halo effects, selective perception, and projection ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633933974 2023-06-28 02:25:06 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633933974 Stereotyping is a very common distortion of the perceptual process ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633936311 2023-06-28 02:27:35 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633936311 It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633936846 2023-06-28 02:28:12 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633936846 People assign an individual to a group based on one piece ofperceptual information ; then they assign a broad range of other characteristics of the group to this individua ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633938218 2023-06-28 02:29:29 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633938218 Applying other traits associated with the category to this particular individual may further compound the error. ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633941400 2023-06-28 02:32:31 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633941400 The tendency of people to draw conclusions from smallsample sizes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633942748 2023-06-28 02:33:52 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633942748 The smaller sample, the greater the possibility that pastlessons will be erroneously used to infer what will happenin the future quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633943397 2023-06-28 02:34:32 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633943397 Self-Serving Biases quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633944177 2023-06-28 02:35:18 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633944177 People often explain another person’s behavior by makingattributions, either to the person or to the situation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633947500 2023-06-28 02:38:55 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633947500 The tendency, known as fundamental attribution error, is to: quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633948369 2023-06-28 02:39:43 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633948369 Overestimate the role of personal or internal factors quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633948748 2023-06-28 02:40:08 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633948748 Underestimate the role of situational or external factors quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633949472 2023-06-28 02:40:57 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633949472 Endowment effect quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633949962 2023-06-28 02:41:27 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633949962 Halo effects ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633950166 2023-06-28 02:41:40 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633950166 Are similar to stereotypes ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633950787 2023-06-28 02:42:16 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633950787 Occur when an individual generalizes about a variety ofattributes based on the knowledge of one attribute of anindividual ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633951349 2023-06-28 02:42:48 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633951349 The tendency to overvalue something you own or believeyou possess quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633952557 2023-06-28 02:44:02 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633952557 Ignoring others’ cognitions quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953464 2023-06-28 02:44:55 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953464 Selective perception ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953595 2023-06-28 02:45:04 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953595 Negotiators don’t bother to ask about the other party’sperceptions and thoughts quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953900 2023-06-28 02:45:21 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633953900 Perpetuates stereotypes or halo effects ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954033 2023-06-28 02:45:28 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954033 This leaves them to work with incomplete information, andthus produces faulty results quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954251 2023-06-28 02:45:40 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954251 The perceiver singles out information that supports a priorbelief but filters out contrary information ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954561 2023-06-28 02:45:57 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954561 Reactive devaluation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954640 2023-06-28 02:46:01 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633954640 The process of devaluing the other party’s concessionssimply because the other party made them quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633955947 2023-06-28 02:47:20 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633955947 Projection ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633956479 2023-06-28 02:47:52 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633956479 Arises out of a need to protect one’s own self-concept ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633962435 2023-06-28 02:53:05 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633962435 People assign to others the characteristics or feelings thatthey possess themselves ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633963176 2023-06-28 02:53:44 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633963176 Framing ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633966819 2023-06-28 02:57:02 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633966819 The best advice that negotiators can follow is: quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633966910 2023-06-28 02:57:08 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633966910 Be aware of the negative aspects of these biases quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633967270 2023-06-28 02:57:29 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633967270 Discuss them in a structured manner within the teamand with counterparts quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633968121 2023-06-28 02:58:13 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633968121 Types of Frames ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633968447 2023-06-28 02:58:32 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633968447 How Frames Work in Negotiation ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633969365 2023-06-28 02:59:22 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633969365 The distinction between mood and emotion isbased on three characteristics: quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633970449 2023-06-28 03:00:15 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633970449 Substantive ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633970819 2023-06-28 03:00:25 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633970819 Outcome ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971248 2023-06-28 03:00:45 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971248 Specificity quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971338 2023-06-28 03:00:51 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971338 Aspiration ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971675 2023-06-28 03:01:09 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633971675 Intensity quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972075 2023-06-28 03:01:31 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972075 Process ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972314 2023-06-28 03:01:47 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972314 Duration quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972463 2023-06-28 03:01:56 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972463 Identity ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972600 2023-06-28 03:02:03 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972600 Characterization ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972855 2023-06-28 03:02:20 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633972855 Loss-Gain ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633973094 2023-06-28 03:02:33 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633973094 Negotiations create both positive and negativeemotions quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633973355 2023-06-28 03:02:48 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633973355 Positive emotions generally have positiveconsequences for negotiations quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975086 2023-06-28 03:04:33 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975086 – They are more likely to lead the parties toward moreintegrative processes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975578 2023-06-28 03:04:59 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975578 They also create a positive attitude toward the other side quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975980 2023-06-28 03:05:23 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633975980 They promote persistence quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633976427 2023-06-28 03:05:48 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633976427 Aspects of the negotiation process can lead to positive emotions quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633976934 2023-06-28 03:06:18 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633976934 Negotiators can use more than one frame ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977198 2023-06-28 03:06:33 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977198 Mismatches in frames between parties are sources ofconflict ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977630 2023-06-28 03:06:58 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977630 Positive feelings result from fair procedures duringnegotiation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977734 2023-06-28 03:07:03 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633977734 Particular types of frames may lead to particular typesof arguments ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978098 2023-06-28 03:07:23 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978098 Specific frames may be likely to be used with certaintypes of issues ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978426 2023-06-28 03:07:41 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978426 Positive feelings result from favorable social comparison quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978517 2023-06-28 03:07:47 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978517 Parties are likely to assume a particular framebecause of various factors ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978637 2023-06-28 03:07:53 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633978637 Negative emotions generally have negativeconsequences for negotiations quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633980373 2023-06-28 03:09:32 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633980373 They may lead parties to define the situation as competitiveor distributive quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633981397 2023-06-28 03:10:29 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633981397 They may undermine a negotiator’s ability to analyze thesituation accurately, which adversely affects individualoutcomes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633981965 2023-06-28 03:11:00 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633981965 They may lead parties to escalate the conflict quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633982373 2023-06-28 03:11:26 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633982373 Interests, Rights, and Power ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633982395 2023-06-28 03:11:27 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633982395 They may lead parties to retaliate and may thwartintegrative outcomes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633983060 2023-06-28 03:12:08 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633983060 Aspects of the negotiation process can lead to negative emotions quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985052 2023-06-28 03:14:18 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985052 Negative emotions may result from a competitive mind-set quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985508 2023-06-28 03:14:51 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985508 Negative emotions may result from an impasse quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985822 2023-06-28 03:15:12 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633985822 Negative emotions may result from the prospect ofbeginning a negotiation quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986279 2023-06-28 03:15:42 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986279 Effects of positive and negative emotion quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986555 2023-06-28 03:16:03 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986555 Positive emotions may generate negative outcomes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986848 2023-06-28 03:16:23 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633986848 Negative feelings may elicit beneficial outcomes quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987430 2023-06-28 03:16:56 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987430 Emotions can be used strategically as negotiationgambits quynhdtths173345 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987781 2023-06-28 03:17:23 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987781 Negotiators tend to argue for stock issues or concernsthat are raised every time the parties negotiate ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987926 2023-06-28 03:17:34 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633987926 Each party attempts to make the best possible case forhis or her preferred position or perspective ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988178 2023-06-28 03:17:48 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988178 Frames may define major shifts and transitions in acomplex overall negotiation ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988436 2023-06-28 03:18:01 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988436 Multiple agenda items operate to shape issuedevelopment ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988625 2023-06-28 03:18:12 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2633988625 Irrational escalation of commitment ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634004812 2023-06-28 03:37:43 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634004812 Negotiators maintain commitment to a course of actioneven when that commitment constitutes irrational behavior ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634005252 2023-06-28 03:38:21 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634005252 Mythical fixed-pie beliefs ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634006899 2023-06-28 03:40:20 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634006899 Negotiators assume that all negotiations (not just some)involve a fixed pie ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634007325 2023-06-28 03:40:52 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634007325 Anchoring and adjustment ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008157 2023-06-28 03:41:41 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008157 The effect of the standard (anchor) against whichsubsequent adjustments (gains or losses) are measured ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008527 2023-06-28 03:42:11 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008527 The anchor might be based on faulty or incompleteinformation, thus be misleading ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008800 2023-06-28 03:42:30 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634008800 Issue framing and risk ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634009804 2023-06-28 03:43:32 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634009804 Frames can lead people to seek, avoid, or be neutral aboutrisk in decision making and negotiation ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634010113 2023-06-28 03:43:53 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634010113 Availability of information ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634010897 2023-06-28 03:44:46 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634010897 Operates when information that is presented in vivid orattention-getting ways becomes easy to recall. ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634011624 2023-06-28 03:45:48 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634011624 Becomes central and critical in evaluating events andoptions ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634011770 2023-06-28 03:45:59 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634011770 The winner’s curse ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634012940 2023-06-28 03:47:29 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634012940 The tendency to settle quickly on an item and thensubsequently feel discomfort about a win that comes tooeasily ngocntbhs176125 https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634013334 2023-06-28 03:48:01 UTC https://padlet.com/ngocntbhs176125/8zzp54om1e9dc17i/wish/2634013334