S7 Perception and emotion.

This term describes the process by which individuals connect to their environment, a sense-making process.

• perception

• cognition

• emotion

• bias

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

• stimulus, translation, attention, recognition, behavior

• stimulus, behavior, translation, attention, recognition

• stimulus, attention, recognition, translation, behavior

• behavior, stimulus, recognition, attention, translation

Which of the following statements is not true of selective perception?

• Environmental complexity makes it impossible to process all available information.

• As perceivers, we select which stimuli to tune in on while tuning out other stimuli.

• Selective perception is efficient and accurate.

• There are many perceptual shortcuts allowing us to process information more readily.

The halo effect occurs when

• attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.

• people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

• the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.

• people ascribe to others the characteristics or feelings that they possess themselves.

When a negotiator singles out certain information that supports or reinforces a prior belief and filters out information that does not conform to that belief, the negotiator is engaging in which perceptual distortion?

• projection

• stereotyping

• halo effect

• selective perception

Projection occurs when

• attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.

• people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

• the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.

• people ascribe to others the characteristics or feelings that they possess themselves.

Frames are important in negotiation because

• they allow parties to develop separate definitions of the issues.

• they can be avoided.

• disputes are often nebulous and open to different interpretations.

• frames are a rigid, unchanging platform to define the issues.

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?

• a strong identity frame

• a strong aspiration frame

• a strong outcome frame

• a strong process frame

Which of the following statements about the use of frames in a negotiation is not true?

• Mismatches in frames between parties are sources of conflict.

• Parties negotiate differently depending on the frame used in the negotiation.

• Negotiators are likely to assume a particular frame because of various factors.

• Negotiators use only one frame during a negotiation.

Another approach to framing disputes suggests that parties in conflict use one of three frames: interests, rights, and ________.

• power

• personality

• issues

• emotions