What are the three basic categories of decision-making errors that can reduce a negotiator's effectiveness during a negotiation? Describe the origin of each and how they affect the outcome of a negotiation.
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Q18: Anchors:
A)Are not very influential on how we
Q19: Impact bias is an example of:
A)Cognitive bias.
B)Perception
Q20: People's strong desire to be consistent is
Q21: Schemata simplify information processing and decision making.
Q22: Perspective taking is an asset to a
Q23: Having an audience enhances the effectiveness of
Q25: What can negotiators do to minimize the
Q26: The preparation stage is too early in
Q27: We are usually aware of cognitive biases
Q28: What does it mean to use a
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