This chapter begin by examining how psychological perception is related to the process of negotiation, with particular attention to forms of perceptual distortion that can cause problems of understanding and meaning making for negotiatiors. Then the author talk about how negotiators use information to make decisions about tactics and trategy the process of cognition. Then discuss the role of moods and emotions in negotiation both as causes of behavior and as consequences of negotiated outcomes. A working knowledge of how humans perceive and process information is important to understanding why people behave the way they do during negotiations.
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