perceptionPPT学习教案

1、会计学1perception Attention Recognition Translation第1页/共32页E.g. “ Old people are conservative” “Young people are disrespectful”第2页/共32页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页/共32页Selective perception has the effect of perpetuating stereotypes or halo effects第4页/共32页Projection usually arises out of a need to protect ones own self-concept.E.g. The fox in Aesops fable第5页/共32页第6页/共32页第7页/共32页Parties who have a strong outcome frame are more likely to

3、be engaged primarily in distributive negotiations第8页/共32页Parties who have a strong aspiration frame are more likely to be primarily engaged in integrative negotiation第9页/共32页PositiveNegative第10页/共32页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页/共32页第12页/共32页Chinese negotiation frames identified by

5、 westerners:(1) Social linkage(2) Harmony(3) Roles(4) Reciprocal obligations(5) Face第13页/共32页Parties 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页/共32页Disputes settled by power create clear winner and loser.第15页/共32页第16页/共32页Case:The fixed pie syndrome in union negotiation第17页/共32页第18页/共32页第19页/共32页Case: Buying an antique clock第20页/共32页extrapolate from their own experienceCase: Negotiation overconfidence第21页/共32页nsomething you own or believe you posses