What are the major perceptual errors? Why do they occur?

In the negotiation process clear communication is essential to each party as they come to the table and engage in dialogue. However, the perceptual errors such as distortion can take place in the form of how a negotiating party frames the situation based on their experiences or nonverbal cues which can be mistaken by the other party.

According to Lewicki (2019), "Communication works to the degree that a wide variety of information-facts, opinions, feelings, preferences, and experiences is completely and thoroughly shared, and accurately received and decoded. Leading to a mutual understanding. As most of us know from experience, human communication systems seldom perform optimally." Therefore, errors can and often occur when those subjective aspects of the human condition are active in the negotiation process as these aspects will impact how the negotiator is evaluating the situation and the environment.

What are some cognitive biases, and what can we do to manage them in the negotiation process?

Some cognitive biases that can occur are those that some may hold regarding gender, race, and or ethnicity. Unfortunately, this sort of bias often stems from a systematic error in thinking and therefore judgement. The best way to manage a cognitive bias is to be aware of it, understand why it is occurring, and then take the steps necessary to eliminate it from the negotiation process. That may seem a little easier said than done, as it will take time to form a new habit.

What steps can we take to improve communication between the parties in negotiation, and what are some fatal mistakes to avoid?

The first step that one could take in improving communications between parties in a negotiation is to understand the reason for the negotiation, what is at stake (it is imperative that the objectives of each party are defined), and how flexible each party is, as BATNA may be an option down the line.

One fatal mistake to avoid is having feelings one way or another regarding how the negotiation process is going. One's mood can have an impact on the outcome. Also, a cognitive bias is another fatal mistake which can impact the outcome.

I can recall a time when I had to mediate a negotiation between a manager and an employee. It was quite a challenge to remain neutral because I knew them both. However, I remained objective, reached out to the HR department to see what was done in the past based on similar situations, and then made my decision on what was previously done. I personally thought that a different decision would have had a more productive outcome. However, there were external factors to consider, and the deviation would have led to a precedent that could not be upheld in every "like" situation.

Post a quality response and post additional thoughts