1. Week 8

2. ~ The process by which people organize and interpret the environment ~ StimulusBehavior Perception

3.  Stereotyping  Halo effects  Selective perception  Projection

4. Types of Frames  Substantive  Outcome  Aspiration  Process  Identity  Characterization  Loss-gain

5.  Multiple frames  Mismatches  conflict  Parties negotiate differently depending on frame  Specific frames influenced by certain issues  Particular types of frames lead to particular types of agreement  Various factors influence  Frames evolve

6. 1. Irrational Escalation of Commitment 2. Mythical Fixed-Pie Beliefs 3. Anchoring and Adjustment 4. Issue Framing and Risk 5. Availability of Information 6. Winner’s Curse

7. 7. Overconfidence 8. Law of Small Numbers 9. Fundamental Attribution Bias 10. Endowment Effect 11. Ignoring Others’ Cognitions 12. Reactive Devaluation

8.  Positive feelings lead to integrative processes  Positive feelings create positive attitude toward other side  Positive feelings promote persistence  Positive feelings result from fair procedures during negotiation  Positive feelings result from favorable social comparisons

9.  Negative emotions lead to competitive frames  Neg. emotions undermine a negotiator’s ability to analyze situation accurately  Neg. emotions may lead to escalated conflict  Neg. emotions may lead parties to retaliate

10.  Neg. emotions may result from competitive mind- set  Neg. emotions may result from impasse  Neg. emotions may result merely from thought of entering into negotiation

12.  Positively communicated positions   Tone matters   Be cautious about revealing outcomes  Provide Social Accounts  Communicate the process

13.  Are Negotiators Consistent or Adaptive?  Does it Matter What is Said Early?  Is More Information Always Better?

14.  Make Eye Contact  Adjust Body Position  Nonverbally Encourage or Discourage What the Other Says

15.  The Use of Questions  Listening  Role Reversal

16.  Avoid Fatal Mistakes  Silence  Recognize  Expect last minute challenges