Exam 6: Perception, Cognition, and Emotion

The perceiver's own needs, desires, motivations, and personal experiences are unlikely to create a predisposition about the other party in an upcoming negotiation.

(True/False)

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Question 61

What is meant by the false consensus effect?

(Essay)

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Question 62

Explain "Irrational Escalation of Commitment."

(Essay)

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Question 63

Define risk-averse and risk-seeking framing.

(Essay)

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Question 64

A gain/loss frame affects human behaviour and choice largely through its effect on people's risk preferences.

(True/False)

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Question 65

One of the most important aspects of framing as issue development is the process of unframing or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it.

(True/False)

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Question 66

The availability of information bias operates with which of the following statements?

(Multiple Choice)

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Question 67

Research shows that simply telling people about misconceptions and cognitive biases does little to counteract their effects,

(True/False)

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Question 68

Multiple agenda items have no effect on issue development.

(True/False)

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Question 69

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

(Essay)

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Question 70

In explaining another person's behaviour, the tendency is to overestimate the causal role of factors and underestimate the causal role of factors.

(Multiple Choice)

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Question 71

How do multiple agenda items operate to shape issue development?

(Essay)

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Question 72

A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.

(True/False)

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Question 73

How does projection occur?

(Essay)

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Question 74

A frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.

(True/False)

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Question 75

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

(Multiple Choice)

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Question 76

How might reactive devaluation influence negotiators?

(Essay)

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Question 77

It is not likely that negotiators will apply multiple frames to the same negotiation.

(True/False)

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Question 78

Framing is about focusing, shaping, and organizing the world around us, but does not define persons, events, or processes.

(True/False)

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Question 79

A negative mood increases the likelihood that the actor will:

(Multiple Choice)

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Question 80

Showing 61 - 80 of 83

The perceiver's own needs, desires, motivations, and personal experiences are unlikely to create a predisposition about the other party in an upcoming negotiation.

What is meant by the false consensus effect?

Explain "Irrational Escalation of Commitment."

Define risk-averse and risk-seeking framing.

A gain/loss frame affects human behaviour and choice largely through its effect on people's risk preferences.

One of the most important aspects of framing as issue development is the process of unframing or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it.

The availability of information bias operates with which of the following statements?

Research shows that simply telling people about misconceptions and cognitive biases does little to counteract their effects,

Multiple agenda items have no effect on issue development.

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

In explaining another person's behaviour, the tendency is to overestimate the causal role of factors and underestimate the causal role of factors.

How do multiple agenda items operate to shape issue development?

A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.

How does projection occur?

A frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

How might reactive devaluation influence negotiators?

It is not likely that negotiators will apply multiple frames to the same negotiation.

Framing is about focusing, shaping, and organizing the world around us, but does not define persons, events, or processes.

A negative mood increases the likelihood that the actor will:

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

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