Back to: Learning and Teaching – Unit 3
Cognitive Negotiability Definition
Cognitive negotiability, or cognitive capacity to negotiate, is the ability to use, understand and act upon information in a way that enables one to make rational decisions. It is an important aspect of human intelligence that enables people to engage in effective negotiations. It is the ability to communicate with others effectively, comprehend information, and analyze and use the information in order to reach agreements or solve problems.
One of the most common beliefs associated with knowledge is that it is constructed rather than acquired. This construction is influenced by certain environmental factors and the experiences of an individual. A learner, therefore, constructs new knowledge based on his or her experiences of life and through their cognitive negotiability level. Negotiation is highly associated with the construction of knowledge as it forms an association and a bond between emotional intelligence and cognitive ability.
Cognitive Negotiability Factors
Cognitive negotiability in the construction of knowledge involves four major factors which are the following.
The construction of knowledge takes place through the acquisition of new information. Based on the previous experiences of a learner, instructors impart new information to them so that new knowledge can be constructed. Hence, it included the acquisition of new knowledge, skills, behaviors, understanding, preferences, moral values, and attitudes.
Decision-making is referred to as a cognitive process that leads to the choice of a belief or an action that is chosen amongst various other options. Decision-making can be rational or it can be irrational. Decision-making is done through collecting information and assessing the various options that are available. This encourages the construction of knowledge and involves cognitive negotiability.
Choice of Strategies
The strategies and tactics one applies when involved in tactical knowledge is also a form of knowledge construction. Coming up with strategies requires a lot of thought, planning, research, and cognitive negotiability due to which boosts the construction of knowledge.
Ability To Influence Emotions
One of the most important forms of cognitive negotiability is to have the ability to influence the emotions of other people and enable them to act in a certain way or take a certain decision that may benefit the individual. For instance, business owners are constantly trying to influence the shopping behavior of their customers. This is a form of cognitive negotiability that adds to the construction of knowledge.
The construction of knowledge takes place throughout life and through various means. Therefore, it is safe to say that cognitive negotiability contributes significantly to the construction of knowledge.
Characteristics of Cognitive Negotiability
- It is the ability to think.
- Negotiators use different kinds of information in their negotiation processes. Some negotiators have greater cognitive capacity than others.
- The greater the cognitive capacity, the more effective a negotiator will be.
- Cognitive capacity is not limited to negotiating skills. It also affects the way one perceives information and interprets it, and it can be used in any kind of problem-solving situation.
Importance of Cognitive Negotiability
Cognitive negotiability is the ability to understand and act upon information, and is a skill that can be learned and developed. Negotiating is a part of life. It is important to learn how to negotiate in order to be successful at negotiating and decision making. Cognitive negotiability would provide an opportunity for an individual to enhance communication skills.
How to generate Cognitive Negotiability
A negotiator’s cognitive capacity depends on his or her education and training, but also on how he or she is trained. Negotiators who have been trained well will have a better cognitive capacity than those who are not trained at all. There are a variety of training programs available for negotiators. Negotiators who attend negotiations courses have greater cognitive capacity than those who do not. They also learn to think like negotiators.