Perception Distortion

Perception Defined
Perception is the process by which individuals
connect to their environment. The process of
ascribingmeaning to message and events is
strongly influenced by the perceiver’s current
state of mind, role, and comprehension of
earlier communications.

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 Perception Distortion
In a given negotiation, the perceiver’s own needs,
desires, motivation, and personal experiences
may create a predispositionabout the other
party (pre-conceivedview). This is cause for
concern when it leads to biases and errors in
perception and subsequent communication.

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The Perceptual Process

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 Perception Distortion -1

StereotypingIt occurs when one individual
assigns attributions to another solely on the
basis of the other’s membership in a particular
social or demo-graphiccategory.


Halo EffectsIt occurs when people generalize
about a variety of attributesbased on the
knowledge of oneattribute of an individual.

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 Perception Distortion -2

Selective Perception.It occurs when the perceiver
singles outcertain information that supports or
reinforces a priorbelief and filters outinformation
that does not confirmthat belief.


Projection.It occurs when people assign to others
the characteristics or feelings that they possess
themselves. It usually arises out of a need to
protect one’s own self-concept—to see oneself as
consistent and good.

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Thank You