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Define perception and the role it plays in the negotiation process. What are the four major perceptual errors that tend to occur? What does the term “framing” mean and how does it relate to the issue of perceptions? How can we counter these perceptual errors?

Define perception and the role it plays in the negotiation process. What are the four major perceptual errors that tend to occur?  What does the term “framing” mean and how does it relate to the issue of perceptions? How can we counter these perceptual errors?

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