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Ch 6: Negotiation Strategies, Perception & Bias

About This Chapter

Whether you're studying for an important test or need homework help, this chapter on negotiation perception, bias and strategies can help. Each of our comprehensive lessons was developed by an expert instructor and is followed by a multiple-choice quiz to help you review.

Negotiation Strategies, Perception & Bias - Chapter Summary

In this chapter, you'll study negotiation bias, strategies and perception. These lessons outline negotiation strategies for the workplace, behavioral influences on decision making and the theory of perception in psychology. Feel free to work at your own pace as you complete the full chapter or just review those lessons that cover the topics you need to brush up on. To test your understanding, take a look at the short quiz provided with each lesson. This chapter is designed to help you:

  • Identify some of the factors that can influence perception in the workplace
  • Define bias and detail the different types
  • Give an example of cognitive bias
  • Discuss the role of bias and perception in behavior interpretation
  • Explain motivational and emotional bias in negotiation
  • Outline how emotional intelligence functions in the workplace
  • Describe the challenges associated with emotional intelligence
  • Explain what the endowment effect is
  • Detail how gender stereotypes and differences are overcome in negotiation
  • Use critical thinking to overcome bias in negotiation

13 Lessons in Chapter 6: Negotiation Strategies, Perception & Bias
Test your knowledge with a 30-question chapter practice test
Negotiation Strategies in the Workplace

1. Negotiation Strategies in the Workplace

This lesson discusses the five types of negotiation strategies. It then discusses effective negotiation and provides several tactics for negotiating effectively in the workplace.

Behavioral Influences on Decision Making

2. Behavioral Influences on Decision Making

We all have to make decisions in our lives. However, many of us do not give much thought about what influences us to make those decisions. In this lesson, we will look at four behavioral influences on the decisions we make.

What is Perception in Psychology? - Definition & Theory

3. What is Perception in Psychology? - Definition & Theory

Perception is the process of recognizing and interpreting sensory stimuli. Learn the definition of perception, how it is related to the five senses, how it differs from reality, and more.

Factors that Influence Perception in the Workplace

4. Factors that Influence Perception in the Workplace

Perception is something that each of us deals with. It has long been said that perception is reality, and in many ways it is. In this lesson we will discuss how factors that influence perception can impact our workplace.

What is Bias? - Definition & Types

5. What is Bias? - Definition & Types

Through this lesson, you will learn how to define bias and explore a brief introduction to some of the types that exist in psychology and the social sciences. When you are through with the lesson, you can test your new knowledge with a short quiz.

Cognitive Bias: Definition & Examples

6. Cognitive Bias: Definition & Examples

Cognitive biases are errors in thinking that influence how we make decisions. Learn more about cognitive bias from examples, and test your knowledge with a quiz.

Perception, Bias & Interpreting Behavior

7. Perception, Bias & Interpreting Behavior

Have you ever wondered why two people can experience the same event, but give two different accounts of what happened? In this lesson, you will learn about how perception and bias play a role in how we interpret our world.

Emotional & Motivational Bias in Negotiation: Definition & Examples

8. Emotional & Motivational Bias in Negotiation: Definition & Examples

Can having a stressful day really affect the outcome of negotiations? This lesson looks at how emotions and motivations can affect all parties in a negotiation.

Emotional Intelligence in the Workplace: Definition & Meaning

9. Emotional Intelligence in the Workplace: Definition & Meaning

Emotional intelligence (EI) is a vital element of a successful business. In this lesson, we will look at exactly what EI is, how it shapes a workplace, and how managers and employees can learn to improve their EI skills.

Emotional Intelligence: Issues & Challenges

10. Emotional Intelligence: Issues & Challenges

Emotional intelligence can have many advantages, but when used in the wrong situation or for the wrong purposes, it can be damaging to a business. This lesson discusses some of the issues and challenges of using emotional intelligence in the workplace.

Endowment Effect: Definition & Example

11. Endowment Effect: Definition & Example

We all love our things. But when it comes to selling them, what do you feel they are worth? In this lesson, we will learn how we value the things we own.

Overcoming Gender Differences & Stereotypes in Negotiation

12. Overcoming Gender Differences & Stereotypes in Negotiation

In this lesson, you'll learn how to overcome gender differences and stereotypes when negotiating at work. This includes how to ensure that employees are given a fair chance to negotiate for a higher wage.

How to Overcome Bias in Negotiation with Critical Thinking

13. How to Overcome Bias in Negotiation with Critical Thinking

Personal bias can play a substantial role in negotiations, and irrational beliefs can be a barrier to good business decisions. This lesson describes critical thinking techniques that will combat bias during negotiations.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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