Asked by Yesenia Gomez on Jun 09, 2024
Verified
A characterization frame can clearly be shaped by experience with the other party but identity frames (of self)tend to be negative while the characterization frames tend to be positive.
Characterization Frame
A cognitive structure that helps in organizing perception and understanding of a narrative or situation by setting particular perspectives and interpretations.
Identity Frames
The perspectives individuals use to perceive and interpret their social positions or identities, affecting how they approach interactions and conflicts.
Experience
The knowledge or skill acquired by a person through direct involvement in or exposure to events, activities, or phenomena.
- Familiarize oneself with the workings and repercussions of perceptual biases in negotiation settings.
- Acknowledge the mechanisms underlying perception and framing in the course of negotiations.
Verified Answer
Learning Objectives
- Familiarize oneself with the workings and repercussions of perceptual biases in negotiation settings.
- Acknowledge the mechanisms underlying perception and framing in the course of negotiations.
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