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Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion 2
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Related Test: Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion

Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion 2
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20 Questions

1. Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair

2. Frames shape what the parties define as the _______________ and how they talk about them

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

4. Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions

5. Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute

6. Negotiators operating under ____________ also reached agreements having higher joint value for the two parties

7. Considering mood and emotion, negotiators are portrayed as rational beings who seem____________, calm, and in control

8. ____________ in frames between parties are sources of conflict

9. ____________ can also occur as one party uses metaphors, analogies, or specific cases toillustrate a point

10. Disputes settled by ____________ usually create clear winners and losers

11. Perception is a 'sense-making' process; people interpret their ____________ so they can make

12. Projection occurs when people ascribe to others the characteristics or ____________ that they possess themselves

13. ___________________ is the process of devaluing the other party's concessions simply because the other party made them

14. Frames are shaped by conversations that the parties have with each other about the issues inthe ______________

15. The perceiver's own needs, desires, motivations, and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation

16. A ____________ is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions

17. Misperceptions and cognitive biases typically arise out of __________________ as negotiators gather and process information

18. ____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true

19. The ______________________ is the tendency to neglect to use information that is available but expressed in numerical probabilities

20. The frames of those who hear or interpret communication may create ____________ of their own

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