Exam 8: Creativity and Problem Solving in Negotiations

Different cognitive biases can threaten a negotiator's effective problem solving and creativity.Of those threats,which of the following scenarios best illustrates the illusory correlation bias?

A negotiator's personal,cause and effect theory about what behaviors will lead to certain outcomes in a negotiation is best termed:

Negotiators who ascribe to the ________ believe it is important to build rapport to nurture a long-term relationship and in many cases,to make sacrifices for the purpose of creating long-term goodwill.

Why do business negotiations often avoid or ignore contingency contracts as options for creative agreements.

People's ability to solve problems in new contexts depends on the accessibility of their relevant knowledge.In negotiation,this "knowledge transfer" refers to:

Considering the variety of creative techniques for reaching an integrative negotiation agreement,which of the following strategies describes non-specific compensation?

Negotiators' faulty judgments of people can often be traced to the representativeness heuristic,a cognitive bias in which people:

The fixed-pie perception is a cognitive bias in which negotiators believe that:

What is a mental model of negotiation?

Of the different threats to effective problem solving and creativity in negotiation,what is the perseverance effect?