Question 1

Assuming that one's interests conflict directly with those of the other side without attempting to find points of initial agreement constitutes which error?

Accepted Answer

The error described in the question is the fallacy of the mythical fixed pie, which assumes that there is a fixed amount of resources to be divided, and that any gain for one party necessarily translates to a loss for the other party. This assumption can lead to a situation in which both parties compete fiercely and miss opportunities for collaboration and mutual gain.

Question 2

The fixed-pie assumption can lead two sides who want the same outcome to settle on a different outcome.

Accepted Answer

The fixed-pie assumption assumes that there is a limited amount of resources or benefits to be divided between parties. This assumption can lead two sides to believe that if one side wins, the other side must lose. However, this may not be the case, especially if both sides have the same desired outcome. By assuming that the pie is fixed, both sides may settle on a less favorable outcome instead of finding a creative solution that benefits both parties.

Question 3

An extreme offer made by one side:

Accepted Answer

A) By making an extreme offer, the other side may feel pressured to make a concession to reach a middle ground, resulting in a better deal for the side that made the offer.
B) However, an extreme offer may also cause the other side to feel offended or unwilling to negotiate further, leading to an impasse.
C) If the other side has a good sense of the bargaining zone, they may recognize that the extreme offer is unrealistic and not taken seriously, reducing its influence. Overall, the outcome of an extreme offer is not guaranteed and can depend on various factors, including the other side's perspective and negotiating skills.

Question 4

Creating anchors that lead negotiators toward a positive frame may cause these negotiators to:

Accepted Answer

The answer of Creating anchors that lead negotiators toward a...

Question 5

How did research show that the different definitions of a fair outcome made by the two sides of a negotiation constitute a real bias in judgment and not merely strategic behavior (such as trying to influence a judge or the other side)?

Accepted Answer

The answer of How did research show that the different...

Question 6

__________ of conflict in negotiation can occur because the each party is focused too much on winning and less on reaching an agreement.

Accepted Answer

The answer of __________ of conflict in negotiation can occur...

Question 7

When different parties to a social dilemma openly discuss the issues,this causes:

Accepted Answer

When different parties to a social dilemma openly discuss the issues, it promotes greater understanding of each other's perspectives and encourages empathy. This can reduce the tendency to engage in self-serving biases, as individuals are more likely to take into account the needs and interests of others. As a result, this can lead to more collaborative and cooperative decision-making, which can be beneficial for all parties involved.

Question 8

When one's counterpart has a negative frame in a negotiation,it is better to advise that counterpart that he or she is adopting a ___________ strategy.

Accepted Answer

The answer of When one's counterpart has a negative frame...

Question 9

What is characteristic of negotiator's definitions of fair outcomes?

Accepted Answer

The answer of What is characteristic of negotiator's definitions of...

Question 10

When a negotiator is "reactively devaluing" an offer,he or she likes this offer less because:

Accepted Answer

The answer of When a negotiator is "reactively devaluing" an...

Question 11

Focusing on one's own alternatives and objectives makes one resilient to the effect of the opponent's _________ _________.

Accepted Answer

The answer of Focusing on one's own alternatives and objectives...

Question 12

The high number of cars travelling the roads and polluting the air constitutes a social dilemma.What are the conflicting interests an individual has in this situation?

Accepted Answer

The answer of The high number of cars travelling the...

Question 13

Jill and Jeff are married,with two children.Jill works at an ad agency.She works five days a week,from 9am to 5:30pm and earns $90,000 a year.Jeff works as a computer technician.His work usually entails fixing problems at clients' houses,often during the weekend.He earns about $60,000 a year.
Debbie and Dave are also married,with two children.Both work as consultants for IT firms.They typically work five days a week,from 8am to 6pm,with occasional work during the weekends.They earn $80,000 each.
Both couples are trying to work out a way to spend more time with their children.Which couple is likely to display more self-serving biases in arguing that the other spouse is not doing enough,and why?

Accepted Answer

The answer of Jill and Jeff are married,with two children.Jill...

Question 14

How do anchors affect judgments of experts in negotiations?

Accepted Answer

The effect of anchors remains strong even for experts because experts, like non-experts, are susceptible to initial values or "anchors" that can bias their judgment and decision-making processes in negotiations.

Question 15

The fixed-pie assumption makes the value claiming component of negotiation too salient.

Accepted Answer

The fixed-pie assumption assumes that there is a fixed amount of resources or value to be divided in a negotiation, which can lead parties to focus too much on value claiming and overlooking value creation opportunities.

Question 16

Because they are risk-averse,negotiators in final-offer arbitrations tend to believe that the chance of their final offers to be accepted is lower than it actually is.

Accepted Answer

The answer of Because they are risk-averse,negotiators in final-offer arbitrations...

Question 17

Adding multiple parties and more perspectives to a negotiation situation helps to reduce self-serving biases of the negotiating parties.

Accepted Answer

The answer of Adding multiple parties and more perspectives to...

Question 18

When meeting separately with each side to a negotiation,what two things can mediators to increase the chances of agreement? Why do they work?

Accepted Answer

The answer of When meeting separately with each side to...

Question 19

The fixed-pie assumption leads negotiators to interpret most situations as:

Accepted Answer

The fixed-pie assumption assumes that there is a limited amount of resources or value to be divided, leading negotiators to view the situation as win-lose, where one side's gain is the other's loss. This perspective can be limiting and prevent negotiators from finding integrative solutions that could benefit both parties.

Quiz 11: Negotiator Cognition