Question 1

____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.

Accepted Answer

Reactive d

Question 2

____________ in frames between parties are sources of conflict.

Accepted Answer

The answer of ____________ in frames between parties are sources...

Question 3

Explain "Irrational Escalation of Commitment."

Accepted Answer

Negotiators sometimes maintain commitmen

Question 4

The irrational escalation of commitment bias refers to

Accepted Answer

A)  the standard against which subsequent adjustments are measured during negotiation. 
B)  the perspective or point of view that people use when they gather information and solve problems. 
C)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part. 
E)  None of the above refer to irrational escalation of commitment. 
A)  the standard against which subsequent adjustments are measured during negotiation. 
B)  the perspective or point of view that people use when they gather information and solve problems. 
C)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part. 
E)  None of the above refer to irrational escalation of commitment.

Question 5

In negotiation, when does the availability bias operate?

Accepted Answer

When information that is prese

Question 6

Projection occurs 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 projection. 
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 projection.

Question 7

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

Accepted Answer

A frame is the subjective mech

Question 8

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

Accepted Answer

A)  the way parties challenge each other, as they present their own case or refute the other's. 
B)  a dynamic process that may occur many times in a conversation. 
C)  when using metaphors, analogies, or specific cases to illustrate a point. 
D)  and may be used intentionally by one side or the other. 
E)  all of the above apply to reframing as parties often propose new ways to approach a problem. 
A)  the way parties challenge each other, as they present their own case or refute the other's. 
B)  a dynamic process that may occur many times in a conversation. 
C)  when using metaphors, analogies, or specific cases to illustrate a point. 
D)  and may be used intentionally by one side or the other. 
E)  all of the above apply to reframing as parties often propose new ways to approach a problem.

Question 9

Misperceptions and cognitive biases typically arise out of ____________ ____________ as negotiators gather and process information.

Accepted Answer

The answer of Misperceptions and cognitive biases typically arise out...

Question 10

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?

Accepted Answer

A)  Identity 
B)  Loss-gain 
C)  Outcome 
D)  Process 
E)  Substantive 
A)  Identity 
B)  Loss-gain 
C)  Outcome 
D)  Process 
E)  Substantive

Question 11

Define perceptual distortion by generalization.

Accepted Answer

Perceptual distortion by gener

Question 12

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 above contribute to the shaping of the conversation. 
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 above contribute to the shaping of the conversation.

Question 13

What are the two things to keep in mind about the effect of frames on risk in negotiation (according to Neale and Bazerman)?

Accepted Answer

(1) negotiators are not usually indiffer

Question 14

Considering mood and emotion, negotiators are portrayed as rational beings who seem ____________, calm, and in control.

Accepted Answer

The answer of Considering mood and emotion, negotiators are portrayed...

Question 15

The perceiver's own needs, desires, motivations, and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation.

Accepted Answer

The answer of The perceiver's own needs, desires, motivations, and...

Question 16

Perception is

Accepted Answer

A)  the process by which individuals connect to their environment. 
B)  strongly influenced by the receiver'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 above describe perception. 
A)  the process by which individuals connect to their environment. 
B)  strongly influenced by the receiver'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 above describe perception.

Question 17

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 18

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 above 
A)  specificity 
B)  intensity 
C)  duration 
D)  all of the above 
E)  none of the above

Question 19

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

Accepted Answer

The answer of A ____________ is the subjective mechanism through...

Question 20

Describe the double-edged effect of overconfidence.

Accepted Answer

(1) Overconfidence can solidify the degr

is the process of devaluing the other party's concessions simply because the other party made them.

____________ in frames between parties are sources of conflict.

Explain "Irrational Escalation of Commitment."

The irrational escalation of commitment bias refers to

In negotiation, when does the availability bias operate?

Projection occurs when

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

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

Misperceptions and cognitive biases typically arise out of as negotiators gather and process information.

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?

Define perceptual distortion by generalization.

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?

What are the two things to keep in mind about the effect of frames on risk in negotiation (according to Neale and Bazerman)?

Considering mood and emotion, negotiators are portrayed as rational beings who seem ____________, calm, and in control.

The perceiver's own needs, desires, motivations, and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation.

Perception is

Negative emotions may lead parties to

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

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

Describe the double-edged effect of overconfidence.

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

____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.

____________ in frames between parties are sources of conflict.

Explain "Irrational Escalation of Commitment."

The irrational escalation of commitment bias refers to

In negotiation, when does the availability bias operate?

Projection occurs when

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

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

Misperceptions and cognitive biases typically arise out of ____________ ____________ as negotiators gather and process information.

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?

Define perceptual distortion by generalization.

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?

What are the two things to keep in mind about the effect of frames on risk in negotiation (according to Neale and Bazerman)?

Considering mood and emotion, negotiators are portrayed as rational beings who seem ____________, calm, and in control.

The perceiver's own needs, desires, motivations, and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation.

Perception is

Negative emotions may lead parties to

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

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

Describe the double-edged effect of overconfidence.

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

is the process of devaluing the other party's concessions simply because the other party made them.

Misperceptions and cognitive biases typically arise out of as negotiators gather and process information.