Académique Documents
Professionnel Documents
Culture Documents
McGraw-Hill/Irwin
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Emotion
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Perception
Perception is:
The process by which individuals connect to their environment. A sense-making process
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The process of ascribing meaning to messages and events is strongly influenced by the perceivers current state of mind, role, and comprehension of earlier communications People interpret their environment in order to respond appropriately The complexity of environments makes it impossible to process all of the information People develop shortcuts to process information and these shortcuts can create perceptual errors
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Perceptual Distortion
Four major perceptual errors:
Stereotyping Halo effects Selective perception Projection
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Halo effects:
Are similar to stereotypes Occur when an individual generalizes about a variety of attributes based on the knowledge of one attribute of an individual
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Projection:
Arises out of a need to protect ones own self-concept People assign to others the characteristics or feelings that they possess themselves
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Framing
Frames:
Represent the subjective mechanism through which people evaluate and make sense out of situations Lead people to pursue or avoid subsequent actions Focus, shape and organize the world around us Make sense of complex realities Define a person, event or process Impart meaning and significance
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Types of Frames
Substantive Outcome Aspiration Process Identity Characterization Loss-Gain
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Cognitive Biases
Irrational escalation of commitment Mythical fixed-pie beliefs Anchoring and adjustment Issue framing and risk Availability of information The winners curse Overconfidence The law of small numbers Self-serving biases Endowment effect Ignoring others cognitions Reactive devaluation
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Endowment effect
The tendency to overvalue something you own or believe you possess
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Reactive devaluation
The process of devaluing the other partys concessions simply because the other party made them
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