Question 1

The irrational escalation of commitment bias refers to:

Accepted Answer

A)   how easily information can be recalled and used to inform or evaluate a process of a decision.
B)   the standard against which subsequent adjustments are measured during negotiation.
C)   the perspective or point of view that people use when they gather information and solve problems.
D)   a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part.E) A) and D)
F) A) and B)

Question 2

What can help prevent errors of anchoring and adjustment?

Accepted Answer

Thorough preparation...

Question 3

emotions may lead parties to escalate the conflict.

Accepted Answer

A)   Positive
B)   Uncontrollable
C)   Validated
D)   NegativeE) A) and B)
F) A) and C)

Question 4

In negotiation, when does the availability bias operate?

Accepted Answer

When information that is prese...

Question 5

Those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.

Accepted Answer

A) True 
 B)False

Question 6

Stereotyping is the least common distortion of the perceptual process.

Accepted Answer

A) True 
 B)False

Question 7

The best way to manage perceptual and cognitive biases is:

Accepted Answer

A)   to minimize them.
B)   to hide them.
C)   to understand how biases happen
D)   to ignore them.E) All of the above
F) B) and C)

Question 8

Define perceptual distortion by generalization.

Accepted Answer

Perceptual distortion by gener...

Question 9

Moods and emotions are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 10

Research by Brooks and Schweitzer revealed that negotiators who felt anxious performed worse than negotiators whose feelings were more neutral.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)   Mythical fixed-pie beliefs
B)   Irrational escalation of commitment
C)   Overconfidence
D)   Anchoring and adjustmentE) A) and B)
F) A) and D)

Question 12

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

Accepted Answer

A)   Stimulus, attention, recognition, translation, behaviour
B)   Stimulus, behaviour, translation, attention, recognition
C)   Stimulus, translation, attention, recognition, behaviour
D)   Behaviour, stimulus, recognition, attention, translationE) C) and D)
F) B) and C)

Question 13

Positive and negative emotions tend to be classified under the single term "happiness."

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Describe the impact of anxiety on negotiations.

Accepted Answer

Brooks and Schweitzer, have shed light o...

Question 16

Actor-observer effect can be thought of as "If I mess up, it's bad luck; if you mess up, it's your fault!"

Accepted Answer

A) True 
 B)False

Question 17

What is stereotyping?

Accepted Answer

Stereotyping occurs when attri...

Question 18

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

Accepted Answer

A frame is the subjective mech...

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

There are no benefits to anger.

Accepted Answer

A) True 
 B)False

Exam 6: Perception, Cognition, and Emotion

In negotiation, when does the availability bias operate?

Correct AnswerverifiedWhen information that is prese...View AnswerShow Answer

There are no benefits to anger.

Correct AnswerverifiedShow Answer

Research by Brooks and Schweitzer revealed that negotiators who felt anxious performed worse than negotiators whose feelings were more neutral.

Correct AnswerverifiedShow Answer

Moods and emotions are essentially the same thing.

Correct AnswerverifiedShow Answer

What can help prevent errors of anchoring and adjustment?

Correct AnswerverifiedThorough preparation...View AnswerShow Answer

emotions may lead parties to escalate the conflict.

Correct AnswerverifiedShow Answer

Positive and negative emotions tend to be classified under the single term "happiness."

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Describe the impact of anxiety on negotiations.

Correct AnswerverifiedBrooks and Schweitzer, have shed light o...View AnswerShow Answer

The best way to manage perceptual and cognitive biases is:

Correct AnswerverifiedShow Answer

The irrational escalation of commitment bias refers to:

Correct AnswerverifiedShow Answer

What is stereotyping?

Correct AnswerverifiedStereotyping occurs when attri...View AnswerShow Answer

Those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedA frame is the subjective mech...View AnswerShow Answer

Stereotyping is the least common distortion of the perceptual process.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Define perceptual distortion by generalization.

Correct AnswerverifiedPerceptual distortion by gener...View AnswerShow Answer

Actor-observer effect can be thought of as "If I mess up, it's bad luck; if you mess up, it's your fault!"

Correct AnswerverifiedShow Answer

Correct Answer
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When information that is prese...
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Correct Answer
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Correct Answer
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Correct Answer
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Thorough preparation...
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Correct Answer
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Correct Answer
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Correct Answer
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Brooks and Schweitzer, have shed light o...
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Correct Answer
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Correct Answer
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Stereotyping occurs when attri...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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A frame is the subjective mech...
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Correct Answer
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Correct Answer
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Correct Answer
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Perceptual distortion by gener...
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Correct Answer
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