Question 1

How does projection occur?

Accepted Answer

Projection occurs when people assign to others the characteristics or feelings that they possess themselves and it arises out of a need to protect one's own self-concept.

Question 2

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

Accepted Answer

Prospect theory.

Question 3

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. C

Question 4

Halo effects can be positive or negative.

Accepted Answer

A) True 
 B)False

Question 5

What is stereotyping?

Accepted Answer

Stereotyping occurs when attri

Question 6

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 personal experiences may...

Question 7

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 8

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 9

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 10

How does an outcome frame function in an environmental dispute?

Accepted Answer

An outcome frame is a party's predisposi

Question 11

Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

Reactive d

Question 13

Early in a negotiation,it is not uncommon for the parties to "talk past each other."

Accepted Answer

A) True 
 B)False

Question 14

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 15

Why are mismatches in frames between parties sources of conflicts?

Accepted Answer

Such mismatches cause conflict and ambig

Question 16

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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

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 indiffere

Question 20

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

Accepted Answer

The answer of Projection occurs when people ascribe to others...

How does projection occur?

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

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

Halo effects can be positive or negative.

What is stereotyping?

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

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

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

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

How does an outcome frame function in an environmental dispute?

Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.

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

Early in a negotiation,it is not uncommon for the parties to "talk past each other."

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?

Why are mismatches in frames between parties sources of conflicts?

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

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

Reactive devaluation

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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 6: Perception, Cognition, and Emotion

How does projection occur?

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

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

Halo effects can be positive or negative.

What is stereotyping?

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

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

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

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

How does an outcome frame function in an environmental dispute?

Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.

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

Early in a negotiation,it is not uncommon for the parties to "talk past each other."

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?

Why are mismatches in frames between parties sources of conflicts?

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

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

Reactive devaluation

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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