Exam 8: Creativity and Problem Solving in Negotiations

At her interview,Amy meets the human resources representative,the team manager and the department head.They all seem aggressive in their way of speaking and reacting and she assumes that the company has an aggressive culture and that most other people from that firm will also be aggressive.Amy's assumption is based on the ________.

Integrative models of negotiation would be difficult if negotiators ________.

Which of the following refers to the process of incubation?

Which of the following best describes an autotelic experience?

While developing the strategies,a negotiator adopts past habits and tried-but-true approaches to solve new problems.What is this known as?

Which of the following best describes the availability heuristic?

Deductive reasoning is the process of drawing logical conclusions.

Which of the following provides the best explanation of bridging in negotiation?

Functional fixedness occurs when a problem solver bases a strategy on familiar methods.

January Inc.enters into negotiations with its longtime supplier,DBC Supplies to iron out the renewal of its contract.Predicting a slowing market in the immediate future,January is reluctant to grant DBC a significant improvement on the previous terms.However,DBC insists that the market will hold steady,and a significant change is justified.January's negotiators suggest that the two formulate a contingency contract that reconciles both points of view.Which of the following,if true,would prevent DBC from accepting these terms?