Negotiators' faulty judgments of people can often be traced to the representativeness heuristic,a cognitive bias in which people:
A)assume commonality between objects of similar appearance
B)rely on others' opinions when making decisions
C)create meaning from what they experience about the world around them
D)assume that a small sample is representative of a large population

Question

Quizplus · Accepted Answer

The representativeness heuristic refers to the tendency to assume commonality between objects of a similar appearance, without considering other relevant information. In the context of negotiators' judgments of people, this could mean making assumptions about a person's characteristics or behaviors based solely on their appearance or other surface-level traits, without considering other factors or information.

Negotiators' Faulty Judgments of People Can Often Be Traced to the Representativeness