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Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion
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The study of the interactions between emotion and cognition is a fundamental part of the study of human behavior. 
The Perceptual Theory of emotions claims that emotions are perceptual experiences of evaluative properties. However, there are also differences between emotions and sensory experiences:

Cognitive bases: Emotions rely on cognitive bases, such as seeing, hearing, remembering, or imagining something.
Irrationality: Emotions can be assessed in terms of rationality. For example, recalcitrant emotions involve irrationality. 

Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion
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25 Questions

1. Reframing does not require negotiators to be flexible during a negotiation but they shouldanticipate that multiple contingencies may arise during negotiations.
2. A characterization frame can clearly be shaped by experience with the other party but identityframes (of self) tend to be negative while the characterization frames tend to be positive.
3. Perception is the process by which individuals connect" to their environment."
4. Parties are likely to assume a particular frame because of one factor.
5. Which of the following lists the stages of the perceptual process in the correct order?
6. The distinction between mood and emotion is based on which of the following characteristics?
7. Early in a negotiation, it is not uncommon for the parties to talk past each other.""
8. Frames are shaped by conversations that the parties have with each other about the issues in
9. Which of the following cognitive biases can lead negotiators to discount the worth or validity ofthe judgment of others?
10. Negative emotions may lead parties to
11. 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?"
12. The definition of issues at stake in a negotiation may not change as the discussion evolves.
13. The availability of information bias operates with which of the following statements?
14. One of the most important aspects of framing as issue development is the process of
15. Perception is
16. Negotiators always ask about the other party's perceptions and thoughts.
17. The question of how best to manage perceptual and cognitive bias is not a difficult one.
18. The irrational escalation of commitment bias refers to
19. The frames of those who hear or interpret communication may create biases of their own.
20. Reactive devaluation
21. Projection occurs when
22. Disputes over rights are sometimes referred to formal or informal arbitrators to decide whosestandards or rights are more appropriate.
23. Frames are important in negotiation because disputes are often nebulous and open todifferent interpretations.
24. Telling people about a perceptual or cognitive bias, or having them discuss things in a groupmeeting, will make the bias go away.
25. In which type of frame would parties be more likely to engage primarily in distributive (win-loseor lose-lose) negotiations than in other types?

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