The question of how best to manage perceptual and cognitive bias is not a difficult one.
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Q25: Framing is about focusing,shaping,and organizing the world
Q26: Frames are important in negotiation because disputes
Q27: Telling people about a perceptual or cognitive
Q28: Parties are likely to assume a particular
Q29: When brought into the conversation,these secondary concerns
Q31: Early in a negotiation,it is not uncommon
Q32: Halo effects can be positive or negative.
Q33: Negotiators always ask about the other party's
Q34: Reframing does not require negotiators to be
Q35: The definition of issues at stake in
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