7.3 Perception and Attribution

Negotiators interpret information and explain behaviors through perception and attribution. These processes shape how we understand offers, assess intentions, and make decisions during negotiations. Misunderstandings can arise from biases and errors in perception and attribution.

Techniques like active listening and perspective-taking help clarify perceptions in negotiations. Cultural factors also influence how we perceive and attribute meaning, requiring strategies for cross-cultural understanding to avoid misinterpretations and stereotyping.

Understanding Perception and Attribution in Negotiation

Perception and attribution concepts

Top images from around the web for Perception and attribution concepts

• 

  Free Attribution Theory PowerPoint Template - Free PowerPoint Templates - SlideHunter.com View original

  Is this image relevant?

• 

  Perception – Communication for Business Professionals View original

  Is this image relevant?

• 

  The Perceptual Process – Introduction to Consumer Behaviour View original

  Is this image relevant?

• 

  Free Attribution Theory PowerPoint Template - Free PowerPoint Templates - SlideHunter.com View original

  Is this image relevant?

• 

  Perception – Communication for Business Professionals View original

  Is this image relevant?

1 of 3

Top images from around the web for Perception and attribution concepts

• 

  Free Attribution Theory PowerPoint Template - Free PowerPoint Templates - SlideHunter.com View original

  Is this image relevant?

• 

  Perception – Communication for Business Professionals View original

  Is this image relevant?

• 

  The Perceptual Process – Introduction to Consumer Behaviour View original

  Is this image relevant?

• 

  Free Attribution Theory PowerPoint Template - Free PowerPoint Templates - SlideHunter.com View original

  Is this image relevant?

• 

  Perception – Communication for Business Professionals View original

  Is this image relevant?

1 of 3

• Perception in negotiation interprets and organizes environmental information through selective attention and interpretation (facial expressions, tone of voice)
• Attribution in negotiation explains behavior causes, distinguishing internal (personality traits) and external factors (situational pressures)
• Perception and attribution shape decision-making, communication, and negotiation strategies (interpreting offers, assessing counterpart's intentions)

Perceptual differences vs attribution errors

• Common perceptual biases distort information processing (stereotyping cultural groups, halo effect from first impressions)
• Attribution errors misinterpret behavior causes (fundamental attribution error overemphasizing personality, self-serving bias crediting success to skills)
• Perceptual and attribution errors lead to misunderstandings, conflict escalation, and missed collaborative opportunities (misinterpreting rejection as hostility)

Techniques for perceptual clarity

• Active listening confirms understanding through paraphrasing, open-ended questions, and summarizing (restating key points)
• Perspective-taking exercises enhance empathy (role reversal, empathy mapping emotions)
• Metacommunication addresses misunderstandings directly (discussing communication process)
• Reframing shifts focus from positions to interests (recontextualizing demands)
• Attribution management encourages situational explanations and charitable interpretations (considering external pressures)

Cultural impact on negotiation perceptions

• Cultural dimensions influence perception and attribution (individualism vs collectivism, high vs low-context communication)
• Cross-cultural attribution tendencies vary in internal vs external explanations (collective responsibility vs individual accountability)
• Strategies for cross-cultural understanding include cultural intelligence development and using cultural liaisons
• Potential pitfalls include ethnocentrism, stereotyping, and misinterpreting nonverbal cues (gestures, personal space)
• Techniques for cross-cultural understanding involve establishing common ground and practicing cultural humility (adapting communication styles)