Question 1

In negotiation, when does the availability bias operate?

Accepted Answer

When information that is prese

Question 2

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Accepted Answer

A)  Mythical fixed-pie beliefs 
B)  Irrational escalation of commitment 
C)  Overconfidence 
D)  Anchoring and adjustment 
A)  Mythical fixed-pie beliefs 
B)  Irrational escalation of commitment 
C)  Overconfidence 
D)  Anchoring and adjustment

Question 3

Positive and negative emotions tend to be classified under the single term "happiness."

Accepted Answer

A) True 
 B)False

Question 4

Define perceptual distortion by generalization.

Accepted Answer

Perceptual distortion by gener

Question 5

The best way to manage perceptual and cognitive biases is:

Accepted Answer

A)  to minimize them. 
B)  to hide them. 
C)  to understand how biases happen 
D)  to ignore them. 
A)  to minimize them. 
B)  to hide them. 
C)  to understand how biases happen 
D)  to ignore them.

Question 6

Which of the following lists the stages of the perceptual process in the correct order?

Accepted Answer

A)  Stimulus, attention, recognition, translation, behaviour 
B)  Stimulus, behaviour, translation, attention, recognition 
C)  Stimulus, translation, attention, recognition, behaviour 
D)  Behaviour, stimulus, recognition, attention, translation 
A)  Stimulus, attention, recognition, translation, behaviour 
B)  Stimulus, behaviour, translation, attention, recognition 
C)  Stimulus, translation, attention, recognition, behaviour 
D)  Behaviour, stimulus, recognition, attention, translation

Question 7

There are no benefits to anger.

Accepted Answer

A) True 
 B)False

Question 8

Those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.

Accepted Answer

A) True 
 B)False

Question 9

The definition of issues at stake in a negotiation may not change as the discussion evolves.

Accepted Answer

A) True 
 B)False

Question 10

A key issue in perception and negotiation is framing. What is meant by framing?

Accepted Answer

A frame is the subjective mech

Question 11

Describe the impact of anxiety on negotiations.

Accepted Answer

Brooks and Schweitzer, have shed light o

Question 12

The irrational escalation of commitment bias refers to:

Accepted Answer

A)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
B)  the standard against which subsequent adjustments are measured during negotiation. 
C)  the perspective or point of view that people use when they gather information and solve problems. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part. 
A)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
B)  the standard against which subsequent adjustments are measured during negotiation. 
C)  the perspective or point of view that people use when they gather information and solve problems. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part.

Question 13

Perception is the process by which individuals "connect" to their environment.

Accepted Answer

A) True 
 B)False

Question 14

Actor-observer effect can be thought of as "If I mess up, it's bad luck; if you mess up, it's your fault!"

Accepted Answer

A) True 
 B)False

Question 15

What is stereotyping?

Accepted Answer

Stereotyping occurs when attri

Question 16

Stereotyping is the least common distortion of the perceptual process.

Accepted Answer

A) True 
 B)False

Question 17

Moods and emotions are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 18

Research by Brooks and Schweitzer revealed that negotiators who felt anxious performed worse than negotiators whose feelings were more neutral.

Accepted Answer

A) True 
 B)False

Question 19

emotions may lead parties to escalate the conflict.

Accepted Answer

A)  Positive 
B)  Uncontrollable 
C)  Validated 
D)  Negative 
A)  Positive 
B)  Uncontrollable 
C)  Validated 
D)  Negative

Question 20

What can help prevent errors of anchoring and adjustment?

Accepted Answer

Thorough preparation

In negotiation, when does the availability bias operate?

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Positive and negative emotions tend to be classified under the single term "happiness."

Define perceptual distortion by generalization.

The best way to manage perceptual and cognitive biases is:

Which of the following lists the stages of the perceptual process in the correct order?

There are no benefits to anger.

Those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.

The definition of issues at stake in a negotiation may not change as the discussion evolves.

A key issue in perception and negotiation is framing. What is meant by framing?

Describe the impact of anxiety on negotiations.

The irrational escalation of commitment bias refers to:

Perception is the process by which individuals "connect" to their environment.

Actor-observer effect can be thought of as "If I mess up, it's bad luck; if you mess up, it's your fault!"

What is stereotyping?

Stereotyping is the least common distortion of the perceptual process.

Moods and emotions are essentially the same thing.

Research by Brooks and Schweitzer revealed that negotiators who felt anxious performed worse than negotiators whose feelings were more neutral.

emotions may lead parties to escalate the conflict.

What can help prevent errors of anchoring and adjustment?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 6: Perception, Cognition, and Emotion

In negotiation, when does the availability bias operate?

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Positive and negative emotions tend to be classified under the single term "happiness."

Define perceptual distortion by generalization.

The best way to manage perceptual and cognitive biases is:

Which of the following lists the stages of the perceptual process in the correct order?

There are no benefits to anger.

Those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.

The definition of issues at stake in a negotiation may not change as the discussion evolves.

A key issue in perception and negotiation is framing. What is meant by framing?

Describe the impact of anxiety on negotiations.

The irrational escalation of commitment bias refers to:

Perception is the process by which individuals "connect" to their environment.

Actor-observer effect can be thought of as "If I mess up, it's bad luck; if you mess up, it's your fault!"

What is stereotyping?

Stereotyping is the least common distortion of the perceptual process.

Moods and emotions are essentially the same thing.

Research by Brooks and Schweitzer revealed that negotiators who felt anxious performed worse than negotiators whose feelings were more neutral.

emotions may lead parties to escalate the conflict.

What can help prevent errors of anchoring and adjustment?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters