A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.
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Q3: A perceptual bias is the "sense making"
Q5: The perceiver's own needs, desires, motivations, and
Q6: Halo effects occur when people generalize about
Q7: Multiple agenda items have no effect on
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
Q13: Frames emerge and converge as the parties
Q32: Halo effects can be positive or negative.
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