Question 1

The availability of information bias operates with which of the following statements?

Accepted Answer

A)  When negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
B)  When thorough preparation,along with the use of a devil's advocate or reality check,can help prevent errors.
C)  When information that is presented in vivid,colorful,or attention-getting ways becomes easy to recall,and thus also becomes central and critical in evaluating events and options.
D)  When the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
E)  When the tendency will often lead to a self-fulfilling prophecy,as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive,and (2) treat the other party in a more distributive manner.F) None of the above
G) A) and E)

Question 2

Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 3

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.F) A) and D)
G) C) and E)

Question 4

Define perception.

Accepted Answer

The process by which...

Question 5

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.F) C) and D)
G) A) and E)

Question 6

How does projection occur?

Accepted Answer

Projection occurs when people ...

Question 7

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.F) B) and E)
G) A) and C)

Question 8

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 9

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

Accepted Answer

Reframing

Question 10

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 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 possessE) None of the above
F) A) and C)

Question 12

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.F) A) and D)
G) None of the above B

Question 13

Early in a negotiation,it is common for the parties to "talk past each other."

Accepted Answer

A) True 
 B)False  False

Question 14

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.F) A) and B)
G) A) and C)

Question 15

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

Accepted Answer

A)  Stimulus,translation,attention,recognition,behavior
B)  Stimulus,behavior,translation,attention,recognition
C)  Stimulus,attention,recognition,translation,behavior
D)  Behavior,stimulus,recognition,attention,translation
E)  None of the above lists the stages of the perceptual process in the correct order.F) A) and B)
G) None of the above

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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 18

Which of the following statements about how emotion plays a part in negotiation is accurate?

Accepted Answer

A)  Negotiations only create negative emotions.
B)  Positive feelings do not promote persistence.
C)  Negative feelings may create positive outcomes.
D)  Positive emotion may result from impasse.
E)  Negative emotions do not undermine a negotiator's ability to analyze a situation accurately.F) A) and B)
G) A) and C)

Question 19

How does an outcome frame function in an environmental dispute?

Accepted Answer

An outcome frame is a party's predisposi...

Question 20

The frames of those who hear or interpret communication may create ____________ of their own.

Accepted Answer

The answer of The frames of those who hear or...

Exam 5: Perception,cognition,and Emotion

The availability of information bias operates with which of the following statements?

Correct AnswerverifiedShow Answer

Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem. Multiple Choice Questions

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

Define perception.

Correct AnswerverifiedThe process by which...View AnswerShow Answer

Which of the following is not a cognitive bias?

Correct AnswerverifiedShow Answer

How does projection occur?

Correct AnswerverifiedProjection occurs when people ...View AnswerShow Answer

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:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedReframing

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

Correct AnswerverifiedShow Answer

The Endowment Effect

Correct AnswerverifiedShow Answer

Halo effects occur when

Correct AnswerverifiedB

Early in a negotiation,it is common for the parties to "talk past each other."

Correct AnswerverifiedFalse

Projection occurs when

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedFrames are shaped by conversations that ...View AnswerShow Answer

Which of the following statements about how emotion plays a part in negotiation is accurate?

Correct AnswerverifiedShow Answer

How does an outcome frame function in an environmental dispute?

Correct AnswerverifiedAn outcome frame is a party's predisposi...View AnswerShow Answer

The frames of those who hear or interpret communication may create ____________ of their own.

Correct AnswerverifiedShow Answer

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The process by which...
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Projection occurs when people ...
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Reframing

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

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B

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False

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Frames are shaped by conversations that ...
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An outcome frame is a party's predisposi...
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