Perception,cognition,and emotion.

In this chapter, the author explained about perception, cognition, and emotion are the three basic elements in the negotiation. The author shown a definition of perception, introduce four type of perceptual distortion: stereotyping, halo effect, selective perception and projection, the framing which is a key issue in perception and negotiation, the ways to manage misperceptions and cognitive biases in negotiation. Finally, the author concerned about the role of mood and emotion in negotiation which has been the subject of an increasing body of recent theory and research during the last decade.