JASFEEQREE BIN JASMIH (BK19110128)

JAWAB SOALAN DI BAWAH 

ANSWER THE FOLLOWING QUESTIONS

(1) Bincangkan dengan ringkas empat jenis kesilapan dalam persepsi.

      Discuss briefly the four perceptual errors.

There are four types of perceptual errors. First and foremost, there is stereotyping, where
assumptions are made about a group of people. These assumptions could either be negative
or positive, but are mainly inaccurate, such as assuming all Chinese people carry the Corona
virus. Next error is halo effect, where an individual is judged based on one characteristic
and then a general assumption is made of the individual. For instance, an attractive
individual is considered to have positive traits. Thirdly, selective perception. In this error, it
makes an individual to make an assumption based on their own expectations, not
accounting other valuable information. An example would be how when waiting for
someone, the direction of where they are coming from are assumed by the individual
waiting. Last but not least, is perception. It is a mentality in which an individual think that
others have the same priority, attitude or belief as oneself, such as having a discussion
hogged up to yourself without asking for others’ input.

(2) Bincangkan empat ketidakseimbangan kognitif dalam perundingan dan berikan satu
contoh atau situasi bagi setiap jenis ketidakseimbangan kognitif yang anda pilih.

      Discuss four cognitive biases in negotiations and provide one example or situation for
each type of cognitive biases of your choice.

One of the cognitive biases in negotiations is the winner’s curse, where the negotiator feels
uneasy after winning a negotiation that comes too easily. Usually, it occurs in an auction,
where the bidder wins an item in an easy fashion and then feels discomfort as to winning
the item without a fair fight. Next is overconfidence, which is the tendency of a negotiator to
believe their ability is greater than it actually is. This could happen in a negotiation about
asking a price discount, and when the bargain gets too shallow, the other party lost interest
in the negotiation and shuts down the negotiation. After that is self-serving biases. Self-
serving biases is when an individual explains another individual’s behaviour by making
attributions and usually occurs in a situation such as when an athlete wins a game, they
attribute the win to their hard work and when they lose, blames the referees instead. Last
but not least is availability of information. It is when the tendency to let an example that
comes to mind easily affect an individual’s decision-making. For instance, an individual who
is flight-phobic decision’s are heavily weighted by the idea of plane crashes.