Question 1

Perception is a "sense-making" process; people interpret their environment so they can make appropriate responses to it.

Accepted Answer

A) True 
 B)False  True

Question 2

Halo effects occur when

Accepted Answer

A)  attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. 
B)  people generalize about a variety of attributes based on the knowledge of one attribute of an individual. 
C)  the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief. 
D)  people ascribe to others the characteristics or feelings that they possess themselves. 
E)  All of the answers are correct. 
A)  attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. 
B)  people generalize about a variety of attributes based on the knowledge of one attribute of an individual. 
C)  the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief. 
D)  people ascribe to others the characteristics or feelings that they possess themselves. 
E)  All of the answers are correct. B

Question 3

What is the best remedy for the winner's curse?

Accepted Answer

Prevent it from occurring. Thorough investigation and preparation provides negotiators with independent verification of the worth of the settlement.

Question 4

This type of frame, often referred to as a gain/loss frame, affects human behaviour and choice largely through its effect on people's risk preferences.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

What can help prevent errors of anchoring and adjustment?

Accepted Answer

Thorough preparation

Question 7

Halo effects can be positive or negative.

Accepted Answer

A) True 
 B)False

Question 8

Perception is

Accepted Answer

A)  the process by which individuals connect to their environment. 
B)  strongly influenced by the perceiver's current state of mind, role, and understanding or comprehension of earlier communications. 
C)  a factor that can affect how meanings are ascribed. 
D)  a complex physical and psychological process. 
E)  All of the answers are correct 
A)  the process by which individuals connect to their environment. 
B)  strongly influenced by the perceiver's current state of mind, role, and understanding or comprehension of earlier communications. 
C)  a factor that can affect how meanings are ascribed. 
D)  a complex physical and psychological process. 
E)  All of the answers are correct

Question 9

Which of the following is not a cognitive bias?

Accepted Answer

A)  the irrational escalation of commitment 
B)  the belief that the issues under negotiation are all "fixed pie" 
C)  the process of anchoring and adjustment in decision making 
D)  the winner's curse 
E)  All of the answers are correct. 
A)  the irrational escalation of commitment 
B)  the belief that the issues under negotiation are all "fixed pie" 
C)  the process of anchoring and adjustment in decision making 
D)  the winner's curse 
E)  All of the answers are correct.

Question 10

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

Accepted Answer

A frame is the subjective mech

Question 11

Much of the research that has been done on emotion emphasizes negative states.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

In negotiation, when does the availability bias operate?

Accepted Answer

When information that is prese

Question 14

Define risk-averse and risk-seeking framing.

Accepted Answer

People respond quite different

Question 15

One of the ways framing affects negotiations is by influencing how negotiators interpret available options.

Accepted Answer

A) True 
 B)False

Question 16

Multiple agenda items have no effect on issue development.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

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

Question 18

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?

Accepted Answer

A)  Negotiators can use more than one frame. 
B)  Mismatches in frames between parties are sources of conflict. 
C)  Particular types of frames may lead to particular types of agreements. 
D)  Specific frames may be likely to be used with certain types of issues. 
E)  Parties are likely to assume a particular frame because of various factors. 
A)  Negotiators can use more than one frame. 
B)  Mismatches in frames between parties are sources of conflict. 
C)  Particular types of frames may lead to particular types of agreements. 
D)  Specific frames may be likely to be used with certain types of issues. 
E)  Parties are likely to assume a particular frame because of various factors.

Question 19

Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?

Accepted Answer

A)  Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate. 
B)  Each party attempts to make the best possible case for his or her preferred position or perspective. 
C)  Frames may define major shifts and transitions in a complex overall negotiation. 
D)  Multiple agenda items operate to shape issue development. 
E)  All of the answers are correct 
A)  Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate. 
B)  Each party attempts to make the best possible case for his or her preferred position or perspective. 
C)  Frames may define major shifts and transitions in a complex overall negotiation. 
D)  Multiple agenda items operate to shape issue development. 
E)  All of the answers are correct

Question 20

The best way to manage perceptual and cognitive biases is:

Accepted Answer

A)  to be aware that they exist. 
B)  to participate in group discussions. 
C)  to tell people about the bias. 
D)  to understand how biases happen 
E)  All of the answers are correct. 
A)  to be aware that they exist. 
B)  to participate in group discussions. 
C)  to tell people about the bias. 
D)  to understand how biases happen 
E)  All of the answers are correct.

Perception is a "sense-making" process; people interpret their environment so they can make appropriate responses to it.

Halo effects occur when

What is the best remedy for the winner's curse?

This type of frame, often referred to as a gain/loss frame, affects human behaviour and choice largely through its effect on people's risk preferences.

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

What can help prevent errors of anchoring and adjustment?

Halo effects can be positive or negative.

Perception is

Which of the following is not a cognitive bias?

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

Much of the research that has been done on emotion emphasizes negative states.

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

In negotiation, when does the availability bias operate?

Define risk-averse and risk-seeking framing.

One of the ways framing affects negotiations is by influencing how negotiators interpret available options.

Multiple agenda items have no effect on issue development.

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

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 are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?

The best way to manage perceptual and cognitive biases is:

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

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, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 5: Individual Differences: Know Yourself and Your Counterpart

Perception is a "sense-making" process; people interpret their environment so they can make appropriate responses to it.

Halo effects occur when

What is the best remedy for the winner's curse?

This type of frame, often referred to as a gain/loss frame, affects human behaviour and choice largely through its effect on people's risk preferences.

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

What can help prevent errors of anchoring and adjustment?

Halo effects can be positive or negative.

Perception is

Which of the following is not a cognitive bias?

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

Much of the research that has been done on emotion emphasizes negative states.

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

In negotiation, when does the availability bias operate?

Define risk-averse and risk-seeking framing.

One of the ways framing affects negotiations is by influencing how negotiators interpret available options.

Multiple agenda items have no effect on issue development.

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

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 are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?

The best way to manage perceptual and cognitive biases is:

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

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, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters