Question 1

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

Accepted Answer

All of the above cultural elements (social linkage, harmony, roles, and reciprocal obligations) should be considered when approaching discussions with the Chinese. Social linkage is important in understanding the relationships and networks that people have built with each other. Harmony is valued in Chinese culture, and negotiators should aim for a collaborative approach to reach a mutually beneficial agreement. Understanding cultural roles can help negotiators understand how to approach different people in a negotiation. Reciprocal obligations are also important to consider, as the Chinese often view negotiations as a long-term relationship-building process.

Question 2

Perception is

Accepted Answer

All of the choices describe perception. Perception is the process by which individuals connect to their environment, and it is strongly influenced by the receiver's current state of mind, role, and comprehension of earlier communications. Perception is also a factor that can affect how meanings are ascribed, and it is a complex physical and psychological process.

Question 3

Reactive devaluation

Accepted Answer

All of the options listed are elements of reactive devaluation. Reactive devaluation refers to the tendency to devalue an offer or concession if it comes from a disliked person or group, potentially leading to reduced willingness to respond with a similar concession or motivation to seek even more. Maintaining an objective view of the process may help minimize reactive devaluation.

Question 4

Halo effects occur when

Accepted Answer

Halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

Question 5

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose)negotiations than in other types?

Accepted Answer

Outcome frames focus on achieving specific results, often leading to a competitive, win-lose negotiation approach.

Question 6

The Endowment Effect

Accepted Answer

The Endowment Effect is the tendency to overvalue something you own or believe you possess. This means that individuals tend to assign a higher value to something simply because they own it, which can impact their decisions in negotiations or transactions.

Question 7

Which of the following is not a cognitive bias?

Accepted Answer

All the options listed (A, B, C, D) describe different types of cognitive biases. Cognitive biases are systematic patterns of deviation from norm or rationality in judgment, where inferences about other people and situations may be drawn in an illogical fashion. Each option represents a specific cognitive bias that affects decision-making and judgment.

Question 8

One of the most important aspects of framing as issue development is the process of reframing,or the manner in which the thrust,tone,and focus of a conversation change as the parties engage in it.Reframing is or occurs:

Accepted Answer

All of the options listed apply to reframing as parties can challenge each other, use metaphors or analogies, intentionally reframe the conversation, and engage in multiple instances of reframing throughout the conversation.

Question 9

The availability of information bias operates with which of the following statements?

Accepted Answer

The availability of information bias refers to the tendency to rely on information that is easily remembered or readily available, such as information presented in vivid or attention-getting ways. Therefore, option C best describes this bias.

Question 10

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Accepted Answer

Specific frames are often associated with certain types of issues, such as salary discussions, where outcome frames focus on the results or end goals of the negotiation.

Question 11

The distinction between mood and emotion is based on which of the following characteristics?

Accepted Answer

Mood and emotion differ in terms of specificity (emotions are specific reactions to stimuli, while moods are more diffuse), intensity (emotions are generally more intense), and duration (moods last longer than emotions).

Question 12

Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix.Which of the following factors can affect how the conversation is shaped?

Accepted Answer

All of the factors listed can affect how the conversation is shaped. Negotiators may argue for stock issues, parties attempt to make the best possible case for their positions, frames may define major shifts, and multiple agenda items may affect issue development. All of these factors contribute to the shaping of the conversation and ultimately the framing of the negotiation.

Question 13

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Accepted Answer

Overconfidence bias can lead negotiators to discount the worth or validity of the judgment of others. This bias leads negotiators to be overly confident in their own opinions and to underestimate the opinions of others, which can interfere with effective decision-making and may prevent negotiators from reaching mutually satisfying agreements.

Question 14

Projection occurs when

Accepted Answer

Projection is a psychological defense mechanism where individuals ascribe their own unwanted feelings, motives, or thoughts to another person. Choices A, B, and C describe other cognitive biases or errors in judgment, not projection.

Question 15

Which of the following lists the stages of the perceptual process in the correct order?

Accepted Answer

The correct order of the perceptual process is stimulus (incoming sensory information), attention (focusing on specific stimuli), recognition (interpreting and identifying the stimuli), translation (coding the information for storage), and behavior (responding to the information). Choice C is the only option that lists the stages in this correct order.

Question 16

Which of the following statements about how emotion plays a part in negotiation is accurate?

Accepted Answer

Negative feelings can sometimes lead to positive outcomes by motivating parties to address issues more thoroughly or by prompting creative problem-solving.

Question 17

The irrational escalation of commitment bias refers to

Accepted Answer

The irrational escalation of commitment bias refers to a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part. This bias can lead to a situation where a negotiator keeps investing resources, time, and effort into a losing negotiation, just because they've already invested so much.

Question 18

Negative emotions may lead parties to

Accepted Answer

Negative emotions can fuel a conflict and lead to an escalation in the conflict, as parties may become more defensive and less willing to negotiate or collaborate.

Question 19

Frames are important in negotiation because

Accepted Answer

Frames are important in negotiation because disputes are often nebulous and open to different interpretations, and frames help negotiators define and articulate the issues clearly.

Question 20

The best way to manage perceptual and cognitive biases is:

Accepted Answer

All of the options mentioned can help in managing perceptual and cognitive biases. Awareness of biases is the first step towards managing them. Group discussions can help in identifying biases that may not be apparent to an individual. Sharing information about potential biases can increase awareness and reduce their impact. Completing a questionnaire can also increase awareness of biases. However, none of these options alone may be sufficient in managing biases, and a combination of approaches may be needed.

Quiz 6: Perception, Cognition, and Emotion