Question 1

How does an outcome frame function in an environmental dispute?

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Question 2

How are frames critical in negotiations?

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Question 3

What can help prevent errors of anchoring and adjustment?

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Question 4

How does projection occur?

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Question 5

The distinction between mood and emotion is based on which of the following characteristics?
A) specificity
B) intensity
C) duration
D) all of the above
E) none of the answers are correct.

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Question 6

The best way to manage perceptual and cognitive biases is:
A) to be aware that they exist.
B) to participate in group discussions.
C) to tell people about the bias.
D) to understand how biases happen
E) All of the answers are correct.

Accepted Answer

All of the answers are correct. Awareness, discussion, communication, and understanding are effective ways to manage perceptual and cognitive biases.

Question 7

In negotiation, when does the availability bias operate?

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Question 8

Why do mismatches occur in frames between parties' sources of conflicts?

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Question 9

Define perceptual distortion by generalization.

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Question 10

Define risk-averse and risk-seeking framing.

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Question 11

Explain "Irrational Escalation of Commitment."

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Question 12

List the five concepts from Chinese culture, as identified by
C. Tinsley that those attempting to negotiate in China should recognize.
Social linkage, harmony, roles, reciprocal obligations, and face.

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Question 13

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

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Question 14

What is the best remedy for the winner's curse?

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Question 15

Negative emotions may lead parties to
A) more integrative processes
B) escalate the conflict
C) promote persistence
D) define the situation as integrative
E) more integrative outcomes

Accepted Answer

Negative emotions are likely to escalate the conflict as parties become more defensive, less open, and more competitive.

Question 16

How do multiple agenda items operate to shape issue development?

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Question 17

A key issue in perception and negotiation is framing. What is framing?

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Question 18

Describe the double-edged effect of overconfidence.

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Question 19

What is stereotyping?

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Question 20

Define cognitive biases.

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Quiz 5: Individual Differences: Know Yourself and Your Counterpart