perceptionPPT學(xué)習(xí)教案

1、會(huì)計(jì)學(xué)1perception Attention Recognition Translation第1頁(yè)/共32頁(yè)E.g. “ Old people are conservative” “Young people are disrespectful”第2頁(yè)/共32頁(yè)When are halo effects most likely to occur?(1) There is very little experience with a person along some dimension(2) The person is well known(3) The qualities have stro

2、ng moral implications第3頁(yè)/共32頁(yè)Selective perception has the effect of perpetuating stereotypes or halo effects第4頁(yè)/共32頁(yè)P(yáng)rojection usually arises out of a need to protect ones own self-concept.E.g. The fox in Aesops fable第5頁(yè)/共32頁(yè)第6頁(yè)/共32頁(yè)第7頁(yè)/共32頁(yè)P(yáng)arties who have a strong outcome frame are more likely to

3、be engaged primarily in distributive negotiations第8頁(yè)/共32頁(yè)P(yáng)arties who have a strong aspiration frame are more likely to be primarily engaged in integrative negotiation第9頁(yè)/共32頁(yè)P(yáng)ositiveNegative第10頁(yè)/共32頁(yè)E.g. A land developer discussing a conflict over a proposed golf course that will fill in a wetland c

4、an speak about:(1) the golf course - an substantive frame(2) his preference for how the land should be filled in - an outcome frame(3) whether he views neighborhood and environmental groups favorably or unfavorably - an characterization frame第11頁(yè)/共32頁(yè)第12頁(yè)/共32頁(yè)Chinese negotiation frames identified by

5、 westerners:(1) Social linkage(2) Harmony(3) Roles(4) Reciprocal obligations(5) Face第13頁(yè)/共32頁(yè)P(yáng)arties who focus on interests in a dispute are able to find ways to resolve that dispute.This solution requires the use of some standards or rules.第14頁(yè)/共32頁(yè)Disputes settled by power create clear winner and loser.第15頁(yè)/共32頁(yè)第16頁(yè)/共32頁(yè)Case:The fixed pie syndrome in union negotiation第17頁(yè)/共32頁(yè)第18頁(yè)/共32頁(yè)第19頁(yè)/共32頁(yè)Case: Buying an antique clock第20頁(yè)/共32頁(yè)extrapolate from their own experienceCase: Negotiation overconfidence第21頁(yè)/共32頁(yè)nsomething you own or believe you posses