The Three-Dimensional (3D) Perception Model
THE three-dimensional (3D) perception model is a tool that negotiators can use in order to master the art of perceptual management in negotiation. The model comprises the trio of individual, relational, and situational perception. At the core of the 3D perception model lies the unique perception that each person makes, which starts the six-step process during which they observe, select, organize, interpret, and respond to a perceptual trigger that enters the brain.
This mechanism is governed by internal and external characteristics. Individual perception influences how others see and react to us. Consequently, it has a bearing on the relational element: the nature and the rules governing the ...
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