Frames emerge and converge as the parties refuse to talk about their preferences and priorities.
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Q8: A party's predisposition to achieving a specific
Q9: The negotiator's own biases-for example, the predisposition
Q10: Perception is a "sense-making" process; people interpret
Q11: Stereotyping is the least common distortion of
Q12: A reference point is an arbitrary point
Q14: Frames shape what the parties define as
Q16: The aspiration frame refers to a predisposition
Q17: Projection occurs when people assign to others
Q18: One of the ways framing affects negotiation
Q23: Perception is the process by which individuals
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