chapter  2
20 Pages

Bounded Awareness: Focusing Failures in Negotiation

Recent research in social and cognitive psychology has documented the ability of the human mind to focus on specific information while failing to incorporate other information that is readily available and relevant. We use this literature to integrate what we know about this failure, and organize this knowledge under our organizing construct of “bounded awareness.” We define bounded awareness as an individual’s failure to “see” and use accessible and perceivable information while “seeing” and using other equally accessible and perceivable information.