Question 1

How does projection occur?

Accepted Answer

Projection occurs when people

Question 2

Define cognitive biases.

Accepted Answer

Systematic errors ma

Question 3

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

Accepted Answer

The answer of Perception is a "sense-making" process; people interpret...

Question 4

How do multiple agenda items operate to shape issue development?

Accepted Answer

Although parties usually have one or two

Question 5

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 above are cognitive biases. 
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 above are cognitive biases.

Question 6

Define the fundamental attribution error.

Accepted Answer

When people "explain" another'

Question 7

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 above are elements of reactive devaluation. 
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 above are elements of reactive devaluation.

Question 8

Both risk-averse and risk-seeking framing is part of what theory?

Accepted Answer

The answer of Both risk-averse and risk-seeking framing is part...

Question 9

How does an outcome frame function in an environmental dispute?

Accepted Answer

An outcome frame is a party's predisposi

Question 10

Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.

Accepted Answer

The answer of Negotiators operating under ____________ also reached agreements...

Question 11

What can help prevent errors of anchoring and adjustment?

Accepted Answer

Thorough preparation

Question 12

Which of the following statements about how emotion plays a part in negotiation is accurate?

Accepted Answer

A)  Negotiations only create negative emotions. 
B)  Positive feelings do not promote persistence. 
C)  Negative feelings may create positive outcomes. 
D)  Positive emotion may result from impasse. 
E)  Negative emotions do not undermine a negotiator's ability to analyze a situation accurately. 
A)  Negotiations only create negative emotions. 
B)  Positive feelings do not promote persistence. 
C)  Negative feelings may create positive outcomes. 
D)  Positive emotion may result from impasse. 
E)  Negative emotions do not undermine a negotiator's ability to analyze a situation accurately.

Question 13

The ____________ _________ ____________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.

Accepted Answer

The answer of The ____________ _________ ____________ is the tendency...

Question 14

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

Accepted Answer

Prevent it from occurring. Tho

Question 15

____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

Accepted Answer

The answer of ____________ is the tendency of negotiators to...

Question 16

____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.

Accepted Answer

The answer of ____________ can also occur as one party...

Question 17

Frames are shaped by conversations that the parties have with each other about the issues in the ____________ ____________.

Accepted Answer

The answer of Frames are shaped by conversations that the...

Question 18

Frames are important in negotiation because

Accepted Answer

A)  they allow parties to develop separate definitions of the issues 
B)  they can be avoided 
C)  disputes are often nebulous and open to different interpretations 
D)  do not allow negotiators to articulate an aspect of a complex social situation 
E)  all of the above 
A)  they allow parties to develop separate definitions of the issues 
B)  they can be avoided 
C)  disputes are often nebulous and open to different interpretations 
D)  do not allow negotiators to articulate an aspect of a complex social situation 
E)  all of the above

Question 19

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)  complete a questionnaire. 
E)  All of the above help manage biases but may not be enough in and of themselves. 
A)  to be aware that they exist. 
B)  to participate in group discussions. 
C)  to tell people about the bias. 
D)  complete a questionnaire. 
E)  All of the above help manage biases but may not be enough in and of themselves.

Question 20

What is stereotyping?

Accepted Answer

Stereotyping occurs when attri

How does projection occur?

Define cognitive biases.

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

How do multiple agenda items operate to shape issue development?

Which of the following is not a cognitive bias?

Define the fundamental attribution error.

Reactive devaluation

Both risk-averse and risk-seeking framing is part of what theory?

How does an outcome frame function in an environmental dispute?

Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.

What can help prevent errors of anchoring and adjustment?

Which of the following statements about how emotion plays a part in negotiation is accurate?

The ________ _ ________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.

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

____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.

Frames are shaped by conversations that the parties have with each other about the issues in the .

Frames are important in negotiation because

The best way to manage perceptual and cognitive biases is:

What is stereotyping?

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

How does projection occur?

Define cognitive biases.

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

How do multiple agenda items operate to shape issue development?

Which of the following is not a cognitive bias?

Define the fundamental attribution error.

Reactive devaluation

Both risk-averse and risk-seeking framing is part of what theory?

How does an outcome frame function in an environmental dispute?

Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.

What can help prevent errors of anchoring and adjustment?

Which of the following statements about how emotion plays a part in negotiation is accurate?

The ____________ _________ ____________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.

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

____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.

Frames are shaped by conversations that the parties have with each other about the issues in the ____________ ____________.

Frames are important in negotiation because

The best way to manage perceptual and cognitive biases is:

What is stereotyping?

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

The ________ _ ________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.

Frames are shaped by conversations that the parties have with each other about the issues in the .