IBC201- negotiation- Perception, Cognition, emotions

Perception is

• the process by which individuals connect to their environment.

• strongly influenced by the receiver's current state of mind, role and understanding or comprehension of earlier communications.

• a factor that can affect how meanings are ascribed.

• a complex physical and psychological process.

• All of the above describe perception

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

• None of the above lists the stages of the perceptual process in the correct order.

Halo effects occur 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.

• All of the above describe halo effects.

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.

• All of the above describe projection.

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?

• Identity

• Loss-gain

• Outcome

• Process

• Substantive

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

• do not allow negotiators to articulate an aspect of a complex social situation

• all of the above

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following.

• Negotiators can use more than one frame.

• Mismatches in frames between parties are sources of conflict.

• Particular types of frames may led to particular types of agreements.

• Specific frames may be likely to be used with certain types of issues.

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

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

• Social linkage

• Harmony

• Roles

• Reciprocal obligations

• All of the above should be considered

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?

• Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate.

• Each party attempts to make the best possible case for his or her preferred position or perspective.

• Frames may define major shifts and transitions in a complex overall negotiation.

• Multiple agenda items operate to shape issue development.

• All of the above contribute to the shaping of the conversation.

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:

• the way parties challenge each other, as they present their own case or refute the other's.

• a dynamic process that may occur many times in a conversation.

• when using metaphors, analogies, or specific cases to illustrate a point.

• and may be used intentionally by one side or the other.

• all of the above apply to reframing as parties often propose new ways to approach a problem.