Chapter 05 – Perception, Cognition, and Emotion
Chapter 05
Perception, Cognition, and Emotion
1. (p. 113) Perception is a “sense-making” process; people interpret their ____________ so they
can make appropriate responses to it.
2. (p. 113) The perceiver‘s own needs, desires, motivations, and personal experiences may be
likely to create a ____________ about the other party in an upcoming negotiation.
3. (p. 114) ____________ ____________ occur when people generalize about a variety of
attributes based on the knowledge of one attribute of an individual.
4. (p. 115) Projection occurs when people ascribe to others the characteristics or ____________
that they possess themselves.
5. (p. 115) A ____________ is the subjective mechanism through which people evaluate and
make sense out of situations, leading them to pursue or avoid subsequent actions.
6. (p. 117) The frames of those who hear or interpret communication may create ____________
of their own.
