Chat with AIExam 6: Perception, Cognition, and Emotion
How are frames critical in negotiations?
(34) 
VerifiedBecause how parties frame and define a negotiating issue or problem is a clear and strong reflection of what they define as central and critical to negotiating objectives, what their expectations and preferences are for certain possible outcomes, what information they seek and use to argue their case, the procedures they use to try to present their case, and the manner in which they evaluate the outcomes actually achieved.
Differentiate between moods and emotions.
(37) VerifiedMoods are states of feeling that are mild in intensity, last for an extended, and are not directed at anything. Emotions, on the other hand, are intense feelings that are often brief and are clearly directed as someone or something. The distinction between mood and emotion is based on three characteristics: specificity, intensity, and duration. Mood states are more diffuse, less intense, and more enduring than emotion states, which tend to be more intense and directed at
more specific targets. Emotions play important roles at various stages of negotiation interaction.
One of the ways framing affects negotiation is by influencing how negotiators interpret available options.
(46) Much of the research that has been done on emotion emphasizes negative states.
(37) The aspiration frame refers to a predisposition toward satisfying a broader set of interests or needs in negotiation.
(34) Halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
(34) The distinction between mood and emotion is based on which of the following characteristics, except:
(41) A perceptual bias is the "sense making" mechanism through which people interpret their environment so they can respond appropriately.
(38) Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix.
(38) Naming occurs when parties in a dispute label or identify a problem and characterize what it is about.
(33) An investor who continues to put more money into a declining stock in hopes its fortunes will turn exemplifies which of the following cognitive biases?
(40) Projection occurs when people assign to others the characteristics or feelings that they do not possess, but wish that they could, themselves.
(38) Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.
(31) 
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