Question 1

How does projection occur?

Accepted Answer

Projection occurs when people

Question 2

Projection occurs when people assign to others the characteristics or feelings that they do not possess, but wish that they could, themselves.

Accepted Answer

A) True 
 B)False

Question 3

The endowment effect

Accepted Answer

A)  is making attributions to the person or the situation 
B)  is drawing conclusions from small sample sizes 
C)  is negotiators believing that their ability to be correct or accurate is greater than actually true 
D)  is the tendency to overvalue something you own or believe you possess 
E)  means you think you're so powerful you never have to say you're sorry 
A)  is making attributions to the person or the situation 
B)  is drawing conclusions from small sample sizes 
C)  is negotiators believing that their ability to be correct or accurate is greater than actually true 
D)  is the tendency to overvalue something you own or believe you possess 
E)  means you think you're so powerful you never have to say you're sorry

Question 4

How do multiple agenda items operate to shape issue development?

Accepted Answer

Although parties usually have one or two

Question 5

The distinction between mood and emotion is based on which of the following characteristics?

Accepted Answer

A)  specificity 
B)  intensity 
C)  duration 
D)  all of the above 
E)  none of the answers are correct. 
A)  specificity 
B)  intensity 
C)  duration 
D)  all of the above 
E)  none of the answers are correct.

Question 6

Explain "Irrational Escalation of Commitment."

Accepted Answer

Negotiators sometimes maintain commitmen

Question 7

Halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

Accepted Answer

A) True 
 B)False

Question 8

There are no benefits to anger.

Accepted Answer

A) True 
 B)False

Question 9

Describe the double-edged effect of overconfidence.

Accepted Answer

(1) Overconfidence can solidify the degr

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Reactive devaluation

Accepted Answer

A)  leads negotiators to minimize the magnitude of a concession made by a disliked other. 
B)  leads to reduced willingness to respond with a concession of equal size. 
C)  may be minimized by maintaining a more objective view of the process. 
D)  can lead to motivation to seek even more once a concession has been made. 
E)  All of the answers are correct. 
A)  leads negotiators to minimize the magnitude of a concession made by a disliked other. 
B)  leads to reduced willingness to respond with a concession of equal size. 
C)  may be minimized by maintaining a more objective view of the process. 
D)  can lead to motivation to seek even more once a concession has been made. 
E)  All of the answers are correct.

Question 14

Negative emotions may lead parties to

Accepted Answer

A)  more integrative processes 
B)  escalate the conflict 
C)  promote persistence 
D)  define the situation as integrative 
E)  more integrative outcomes 
A)  more integrative processes 
B)  escalate the conflict 
C)  promote persistence 
D)  define the situation as integrative 
E)  more integrative outcomes

Question 15

A perceptual bias is the "sense making" mechanism through which people interpret their environment so they can respond appropriately.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Define cognitive biases.

Accepted Answer

Systematic errors ma

Question 18

How are frames critical in negotiations?

Accepted Answer

Because how parties frame and define a n

Question 19

What is stereotyping?

Accepted Answer

Stereotyping occurs when attri

Question 20

Moods and emotions are essentially the same thing.

Accepted Answer

A) True 
 B)False

How does projection occur?

Projection occurs when people assign to others the characteristics or feelings that they do not possess, but wish that they could, themselves.

The endowment effect

How do multiple agenda items operate to shape issue development?

The distinction between mood and emotion is based on which of the following characteristics?

Explain "Irrational Escalation of Commitment."

Halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

There are no benefits to anger.

Describe the double-edged effect of overconfidence.

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

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

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

Reactive devaluation

Negative emotions may lead parties to

A perceptual bias is the "sense making" mechanism through which people interpret their environment so they can respond appropriately.

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

Define cognitive biases.

How are frames critical in negotiations?

What is stereotyping?

Moods and emotions are essentially the same thing.

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

How does projection occur?

Projection occurs when people assign to others the characteristics or feelings that they do not possess, but wish that they could, themselves.

The endowment effect

How do multiple agenda items operate to shape issue development?

The distinction between mood and emotion is based on which of the following characteristics?

Explain "Irrational Escalation of Commitment."

Halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

There are no benefits to anger.

Describe the double-edged effect of overconfidence.

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

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

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

Reactive devaluation

Negative emotions may lead parties to

A perceptual bias is the "sense making" mechanism through which people interpret their environment so they can respond appropriately.

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

Define cognitive biases.

How are frames critical in negotiations?

What is stereotyping?

Moods and emotions are essentially the same thing.

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