Question 1

Define perceptual distortion by generalization.

Accepted Answer

Perceptual distortion by gener

Question 2

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 3

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

Accepted Answer

A) True 
 B)False

Question 4

Reframing does not require negotiators to be flexible during a negotiation but they should anticipate that multiple contingencies may arise during negotiations.

Accepted Answer

A) True 
 B)False

Question 5

If perceptual distortions and initial assumptions are correct,then negotiators may not be able to reverse their effects.

Accepted Answer

A) True 
 B)False

Question 6

____________ in frames between parties are sources of conflict.

Accepted Answer

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

Question 7

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 8

_________________ 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 a...

Question 9

Framing is about focusing,shaping,and organizing the world around us but does not define persons,events or processes.

Accepted Answer

A) True 
 B)False

Question 10

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 to neglect...

Question 11

Parties are likely to assume a particular frame because of one factor.

Accepted Answer

A) True 
 B)False

Question 12

List the five concepts from Chinese culture,as identified by
C.Tinsley that those attempting to negotiate in China should recognize.
Social linkage,harmony,roles,reciprocal obligations,and face.

Accepted Answer

Social linkage,harmo

Question 13

Telling people about a perceptual or cognitive bias,or having them discuss things in a group meeting,will make the bias go away.

Accepted Answer

A) True 
 B)False

Question 14

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 15

Describe the double-edged effect of overconfidence.

Accepted Answer

(1)Overconfidence can solidify the degre

Question 16

The question of how best to manage perceptual and cognitive bias is not a difficult one.

Accepted Answer

A) True 
 B)False

Question 17

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 18

Define the fundamental attribution error.

Accepted Answer

When people "explain" another'

Question 19

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 their...

Question 20

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

Accepted Answer

Prevent it from occurring.Thor

Define perceptual distortion by generalization.

Halo effects occur when

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

Reframing does not require negotiators to be flexible during a negotiation but they should anticipate that multiple contingencies may arise during negotiations.

If perceptual distortions and initial assumptions are correct,then negotiators may not be able to reverse their effects.

____________ in frames between parties are sources of conflict.

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

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

Framing is about focusing,shaping,and organizing the world around us but does not define persons,events or processes.

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

Parties are likely to assume a particular frame because of one factor.

List the five concepts from Chinese culture,as identified by C.Tinsley that those attempting to negotiate in China should recognize. Social linkage,harmony,roles,reciprocal obligations,and face.

Telling people about a perceptual or cognitive bias,or having them discuss things in a group meeting,will make the bias go away.

The irrational escalation of commitment bias refers to

Describe the double-edged effect of overconfidence.

The question of how best to manage perceptual and cognitive bias is not a difficult one.

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?

Define the fundamental attribution error.

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

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

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

Define perceptual distortion by generalization.

Halo effects occur when

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

Reframing does not require negotiators to be flexible during a negotiation but they should anticipate that multiple contingencies may arise during negotiations.

If perceptual distortions and initial assumptions are correct,then negotiators may not be able to reverse their effects.

____________ in frames between parties are sources of conflict.

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

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

Framing is about focusing,shaping,and organizing the world around us but does not define persons,events or processes.

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

Parties are likely to assume a particular frame because of one factor.

List the five concepts from Chinese culture,as identified by C.Tinsley that those attempting to negotiate in China should recognize. Social linkage,harmony,roles,reciprocal obligations,and face.

Telling people about a perceptual or cognitive bias,or having them discuss things in a group meeting,will make the bias go away.

The irrational escalation of commitment bias refers to

Describe the double-edged effect of overconfidence.

The question of how best to manage perceptual and cognitive bias is not a difficult one.

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?

Define the fundamental attribution error.

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

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

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