A reference point is an arbitrary point used to evaluate an alternative as either a gain or a loss.
Correct Answer:
Verified
Q7: Multiple agenda items have no effect on
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
Q13: Frames emerge and converge as the parties
Q14: Frames shape what the parties define as
Q16: The aspiration frame refers to a predisposition
Q17: Projection occurs when people assign to others
Q23: Perception is the process by which individuals
Unlock this Answer For Free Now!
View this answer and more for free by performing one of the following actions
Scan the QR code to install the App and get 2 free unlocks
Unlock quizzes for free by uploading documents