Question 1

Projection occurs when people ascribe to others the characteristics or ____________ that they possess themselves.

Accepted Answer

feelings

Question 2

Disputes settled by ____________ usually create clear winners and losers.

Accepted Answer

power

Question 3

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

Accepted Answer

Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Although both parties may approach the discussion with initial frames that resemble the categories described earlier, the ongoing interaction between them shapes the discussion as each side attempts to argue from his or her own perspective or counter argue against the other's perspective.

Question 4

Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

The answer of ____________ ____________ occur when people generalize about...

Question 6

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

Accepted Answer

A)  when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part. 
B)  when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors. 
C)  when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. 
D)  when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true 
E)  when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner 
A)  when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part. 
B)  when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors. 
C)  when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. 
D)  when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true 
E)  when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner

Question 7

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

Accepted Answer

Social linkage, harm

Question 8

Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.

Accepted Answer

The answer of Parties who focus on ____________ in a...

Question 9

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

Accepted Answer

A)  Social linkage 
B)  Harmony 
C)  Roles 
D)  Reciprocal obligations 
E)  All of the above should be considered 
A)  Social linkage 
B)  Harmony 
C)  Roles 
D)  Reciprocal obligations 
E)  All of the above should be considered

Question 10

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

Accepted Answer

The answer of Frames shape what the parties define as...

Question 11

The frames of those who hear or interpret communication may create ____________ of their own.

Accepted Answer

The answer of The frames of those who hear or...

Question 12

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 13

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

Accepted Answer

A)  stimulus, translation, attention, recognition, behavior 
B)  stimulus, behavior, translation, attention, recognition 
C)  stimulus, attention, recognition, translation, behavior 
D)  behavior, stimulus, recognition, attention, translation 
E)  None of the above lists the stages of the perceptual process in the correct order. 
A)  stimulus, translation, attention, recognition, behavior 
B)  stimulus, behavior, translation, attention, recognition 
C)  stimulus, attention, recognition, translation, behavior 
D)  behavior, stimulus, recognition, attention, translation 
E)  None of the above lists the stages of the perceptual process in the correct order.

Question 14

Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.

Accepted Answer

The answer of Negotiations in which the outcomes are ____________...

Question 15

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 above describe halo effects. 
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 above describe halo effects.

Question 16

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 led 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 led 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 17

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 
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

Question 18

Why are mismatches in frames between parties sources of conflicts?

Accepted Answer

Such mismatches cause conflict and ambig

Question 19

Define perception.

Accepted Answer

The process of screening, sele

Question 20

How are frames critical in negotiations?

Accepted Answer

Because how parties frame and define a n

Projection occurs when people ascribe to others the characteristics or ____________ that they possess themselves.

Disputes settled by ____________ usually create clear winners and losers.

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

Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.

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

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

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

Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

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

The frames of those who hear or interpret communication may create ____________ of their own.

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

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

Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.

Halo effects occur when

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.

The Endowment Effect

Why are mismatches in frames between parties sources of conflicts?

Define perception.

How are frames critical in negotiations?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 5: Perception, Cognition, and Emotion

Projection occurs when people ascribe to others the characteristics or ____________ that they possess themselves.

Disputes settled by ____________ usually create clear winners and losers.

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

Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.

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

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

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

Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

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

The frames of those who hear or interpret communication may create ____________ of their own.

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

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

Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.

Halo effects occur when

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.

The Endowment Effect

Why are mismatches in frames between parties sources of conflicts?

Define perception.

How are frames critical in negotiations?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

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

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