The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' judgments.Which of the following best describes the availability heuristic?
A)Doing something for the counterparty and the counterparty immediately reciprocates
B)Overestimating the type or number of people in a certain category because it is easier to bring instances of this group or category of people to mind.
C)Describing some occurrence in vivid detail,even if it is an exceptional occurrence
D)Examining other procedures or alternatives without regard to whether they are available

Question

Quizplus · Accepted Answer

The availability heuristic refers to the tendency to overestimate the likelihood of events or situations based on how easily examples come to mind. This can lead negotiators to rely too much on recent or vivid examples and make decisions based on incomplete or inaccurate information. Option A describes the norm of reciprocity, option C refers to the vividness effect, and option D describes the availability bias in a different context.

The Availability Heuristic Is a Cognitive Bias That Can Affect