Question 1

Negative emotions may lead parties to

Accepted Answer

A)  more integrative processes. 
B)  escalate the conflict. 
C)  promote persistence. 
D)  define the situation as integrative. 
E)  more integrative outcomes.

Question 2

____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

Accepted Answer

The answer of ____________ is the tendency of negotiators to...

Question 3

A key issue in perception and negotiation is framing.What is framing?

Accepted Answer

The answer of A key issue in perception and negotiation...

Question 4

The distinction between mood and emotion is based on which of the following characteristics?

Accepted Answer

A)  specificity 
B)  intensity 
C)  duration 
D)  all of the above 
E)  none of the above

Question 5

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose)negotiations than in other types?

Accepted Answer

A)  Identity 
B)  Loss-gain 
C)  Outcome 
D)  Process 
E)  Substantive

Question 6

Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.

Accepted Answer

The answer of Negotiators may intentionally manipulate ____________ in order...

Question 7

Perception is the process by which individuals "connect" to their environment.

Accepted Answer

A) True 
 B)False

Question 8

Frames shape what the parties define as the _______________ and how they talk about them.

Accepted Answer

The answer of Frames shape what the parties define as...

Question 9

Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions,reach fewer agreements,and perceive outcomes as less fair.

Accepted Answer

The answer of Negotiations in which the outcomes are ____________...

Question 10

The definition of issues at stake in a negotiation may not change as the discussion evolves.

Accepted Answer

A) True 
 B)False

Question 11

Perception is

Accepted Answer

A)  the process by which individuals connect to their environment. 
B)  strongly influenced by the receiver's current state of mind,role and understanding or comprehension of earlier communications. 
C)  a factor that can affect how meanings are ascribed. 
D)  a complex physical and psychological process. 
E)  All of the above describe perception.

Question 12

A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.

Accepted Answer

A) True 
 B)False

Question 13

Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.

Accepted Answer

The answer of Negotiators operating under ____________ also reached agreements...

Question 14

One of the most important aspects of framing as issue development is the process of reframing,or the manner in which the thrust,tone,and focus of a conversation change as the parties engage in it.Reframing is or occurs:

Accepted Answer

A)  the way parties challenge each other,as they present their own case or refute the other's. 
B)  a dynamic process that may occur many times in a conversation. 
C)  when using metaphors,analogies,or specific cases to illustrate a point. 
D)  and may be used intentionally by one side or the other. 
E)  all of the above apply to reframing as parties often propose new ways to approach a problem.

Question 15

A characterization frame can clearly be shaped by experience with the other party but identity frames (of self)tend to be negative while the characterization frames tend to be positive.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Accepted Answer

A)  Irrational escalation of commitment 
B)  Mythical fixed-pie beliefs 
C)  Anchoring and adjustment 
D)  Availability of information 
E)  Overconfidence

Question 17

____________ can also occur as one party uses metaphors,analogies,or specific cases to illustrate a point.

Accepted Answer

The answer of ____________ can also occur as one party...

Question 18

Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate.

Accepted Answer

A) True 
 B)False

Question 19

The way an issue is framed will not influence how negotiators perceive risk and behave in relation to it.

Accepted Answer

A) True 
 B)False

Question 20

Frames are important in negotiation because disputes are often nebulous and open to different interpretations.

Accepted Answer

A) True 
 B)False

Exam 6: Perception, Cognition, and Emotion

Negative emotions may lead parties to

____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.

A key issue in perception and negotiation is framing.What is framing?

The distinction between mood and emotion is based on which of the following characteristics?

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.

Perception is the process by which individuals "connect" to their environment.

Frames shape what the parties define as the _______________ and how they talk about them.

Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions,reach fewer agreements,and perceive outcomes as less fair.

The definition of issues at stake in a negotiation may not change as the discussion evolves.

Perception is

A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.

Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.

One of the most important aspects of framing as issue development is the process of reframing,or the manner in which the thrust,tone,and focus of a conversation change as the parties engage in it.Reframing is or occurs:

A characterization frame can clearly be shaped by experience with the other party but identity frames (of self)tend to be negative while the characterization frames tend to be positive.

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

____________ can also occur as one party uses metaphors,analogies,or specific cases to illustrate a point.

Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate.

The way an issue is framed will not influence how negotiators perceive risk and behave in relation to it.

Frames are important in negotiation because disputes are often nebulous and open to different interpretations.