Perception, Cognition, and Emotion_P2.C5_IBC

Which of the following is NOT a major perceptual error?

• Stereotyping

• Projection

• Selective perception

• Empathy

How do negotiators use frames in negotiations?

• To complicate the negotiation process

• To simplify decision-making

• To evaluate and make sense out of situations

• To avoid conflicts

Parties in conflict use one of three frames, which includes:

• Interests

• Goals

• Rights

• Responsibilities

What is one piece of advice about problem framing for negotiators?

• Avoid discussing frames

• Frames are uncontrollable

• Frames shape key issues and conversations

• Don't consider the other party's perspective

What does the winner's curse refer to in negotiation?

• Settling swiftly on an item and feeling discomfort about an easy win

• Winning a negotiation without any effort

• Always being the winner in a negotiation

• Always hate being the winner in a negotiation

How can negotiators manage misperceptions and cognitive biases ?

• By ignoring biases

• By discussing biases within the team and with counterparts

• By avoiding negotiations

• By escalating conflicts

How do frames work in negotiation?

• They have no impact on negotiation outcomes

• They lead to confusion and misunderstandings

• Mismatches in frames between parties are sources of conflict

• Frames are fixed and cannot be changed

What do parties in conflict use frames of interests, rights, and power for?

• To complicate negotiations

• To simplify decision-making

• To approach discussions and conflicts

• To avoid conflicts

How do negative emotions generally impact negotiations?

• They lead to more integrative processes

• They promote persistence

• They may undermine a negotiator's ability to analyze the situation accurately

• They always lead to positive outcomes

What does the Endowment Effect refer to in negotiation?

• Overestimate something you own or believe you possess

• Believing that your ability to be correct or accurate beyond what is actually true

• Overvaluing the impact of situational or external factors called attribution error

• Reacting negatively to concessions made by the other party