Mitigating the Effects of Social Comparison in a Negotiation

The video discusses the impact of social comparison in negotiations, which can lead to perceptual distortions affecting behavior. It suggests three strategies to mitigate these effects: altering negotiation inputs, focusing on outcomes, and using cognitive distortion techniques. By adjusting inputs, such as value and tactics, and changing outcome perceptions, negotiators can achieve fairer results. Cognitive distortion can also be used to influence the other party's perception, helping to manage social comparison effects.

Explain how cognitive distortion can be used in negotiations.

What role does perception play in the fairness of negotiation outcomes?