Author： Bokeno R. Michael
Publisher： Emerald Group Publishing Ltd
ISSN： 1477-7282
Source： Development and Learning in Organizations: An International Journal, Vol.25, Iss.2, 2011-02, pp. : 15-17
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Abstract
Purpose - Highlights the importance of the perception process in interest-based negotiation. Design/methodology/approach - This is a viewpoint paper. Findings - Perception determines what counts as goals, rewards and interference in the conflict process. Practical implications - Conflict management practitioners must understand that perception determines conflict reality for the participants, rather than just a version of reality. Originality/value - The author highlights the importance of the perception process in interest-based negotiation.
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