HRM 4490 Lecture Notes - Lecture 3: Escalation Of Commitment, Selective Perception, Stereotype
11 Oct 2016
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Perception: the assignment of meaning to observations made about the world. How the way we view a problem have an impact on our negotiation. Observations goes through a process by assigning meaning to them * diagram in text. Perceptional distortion: stereotyping attribute meaning or notion about a thing solely on a membership of a specific social class or demographic. We do this because there is so much information in the world. Our brain has the needs to take shortcuts. It is problematic: halo effects leads to distortions, see things incorrectly. We generalize an attribute, we define one observation as a more general thing. If we see someone smiling, we may think they are a friendly person. Framing: the subjective mechanism through which people evaluate and make sense out of situations. Our final offer is an adjustment from our first offer. Problems we have when new information is presented.
