Exam 6: Perception, Cognition, and Emotion

In decision theory, the law of small numbers refers to the tendency of people to ignore information gleaned from small sample sizes.

Cognitive biases facilitate negotiator collaboration.

A country that continues to pour military resources into an unwinnable armed conflict is a classic example of the mythical belief that the issues under negotiation are all fixed-pie issues.

List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize.

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Frames shape what the parties define as the key issues and how they talk about them.

Why do mismatches occur in frames between parties' sources of conflicts?

Positive feelings are more likely to lead the parties toward more:

Frames emerge and converge as the parties refuse to talk about their preferences and priorities.

When different negotiators apply different, or mismatched, frames, they will find the bargaining process:

Blaming occurs as the parties try to determine who or what caused the problem.

Resentment is the most widely discussed emotion by negotiation researchers.

A reference point is an arbitrary point used to evaluate an alternative as either a gain or a loss.

The negotiator's own biases-for example, the predisposition to view a handshake as aggressive or confident-are likely to affect how the other party's behaviour is perceived and interpreted.

The endowment effect:

Stereotyping and halo effects are examples of perceptual distortion by generalization

Halo effects can be positive or negative.

Projection occurs when:

Which of the following cognitive biases refers to the tendency of negotiators to settle quickly in negotiation and then subsequently feel discomfort about a win that comes too easily?

Define cognitive biases.