Question 1

Disputes settled by ____________ usually create clear winners and losers.

Accepted Answer

The answer of Disputes settled by ____________ usually create clear...

Question 2

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 3

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Accepted Answer

A)  Negotiators can use more than one frame. 
B)  Mismatches in frames between parties are sources of conflict. 
C)  Particular types of frames may led to particular types of agreements. 
D)  Specific frames may be likely to be used with certain types of issues. 
E)  Parties are likely to assume a particular frame because of various factors. 
A)  Negotiators can use more than one frame. 
B)  Mismatches in frames between parties are sources of conflict. 
C)  Particular types of frames may led to particular types of agreements. 
D)  Specific frames may be likely to be used with certain types of issues. 
E)  Parties are likely to assume a particular frame because of various factors.

Question 4

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 5

Define perception.

Accepted Answer

The process of screening,selec

Question 6

How are frames critical in negotiations?

Accepted Answer

Because how parties frame and define a n

Question 7

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

Accepted Answer

Frames are shaped by conversations that

Question 8

What can help prevent errors of anchoring and adjustment?

Accepted Answer

Thorough preparation

Question 9

In negotiation,when does the availability bias operate?

Accepted Answer

When information that is prese

Question 10

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 11

The Endowment Effect

Accepted Answer

A)  is making attributions to the person or the situation. 
B)  is drawing conclusions from small sample sizes. 
C)  is negotiators believing that their ability to be correct or accurate is greater than actually true. 
D)  is the tendency to overvalue something you own or believe you possess. 
A)  is making attributions to the person or the situation. 
B)  is drawing conclusions from small sample sizes. 
C)  is negotiators believing that their ability to be correct or accurate is greater than actually true. 
D)  is the tendency to overvalue something you own or believe you possess.

Question 12

When brought into the conversation,these secondary concerns often transform the conversation about the primary issues.

Accepted Answer

A) True 
 B)False

Question 13

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 14

How do multiple agenda items operate to shape issue development?

Accepted Answer

Although parties usually have one or two

Question 15

Explain "Irrational Escalation of Commitment."

Accepted Answer

Negotiators sometimes maintain commitmen

Question 16

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 as...

Question 17

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 18

Negotiators always ask about the other party's perceptions and thoughts.

Accepted Answer

A) True 
 B)False

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

Define cognitive biases.

Accepted Answer

Systematic errors ma

Disputes settled by ____________ usually create clear winners and losers.

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

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Which of the following is not a cognitive bias?

Define perception.

How are frames critical in negotiations?

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

What can help prevent errors of anchoring and adjustment?

In negotiation,when does the availability bias operate?

Frames are important in negotiation because

The Endowment Effect

When brought into the conversation,these secondary concerns often transform the conversation about the primary issues.

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

How do multiple agenda items operate to shape issue development?

Explain "Irrational Escalation of Commitment."

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

Projection occurs when

Negotiators always ask about the other party's perceptions and thoughts.

The best way to manage perceptual and cognitive biases is:

Define cognitive biases.

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

Disputes settled by ____________ usually create clear winners and losers.

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

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Which of the following is not a cognitive bias?

Define perception.

How are frames critical in negotiations?

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

What can help prevent errors of anchoring and adjustment?

In negotiation,when does the availability bias operate?

Frames are important in negotiation because

The Endowment Effect

When brought into the conversation,these secondary concerns often transform the conversation about the primary issues.

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

How do multiple agenda items operate to shape issue development?

Explain "Irrational Escalation of Commitment."

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

Projection occurs when

Negotiators always ask about the other party's perceptions and thoughts.

The best way to manage perceptual and cognitive biases is:

Define cognitive biases.

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