Manage Perception to Win Negotiations
TO win your negotiation partner over, you need to first understand how they perceive reality. The advantage is twofold. Firstly, this will allow you to operate on their perceptual level, and secondly, you can design what you want them to see. A fundamental element of perception management is framing. A frame is the individual lens through which people see the world, which affects how they organize information, evaluate situations, and what actions they consequently take. Because of a spectrum of individual differences, backgrounds, life experiences, expectations, motives, wants, and fears, each person frames reality in a distinctive way. Although each individual has a unique story that shaped who ...
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