MAN 4401 EXAM REVISION QUESTIONS
AND 100% CORRECT ANSWERS!!
When a negotiator singles out certain information that supports or reinforces a prior belief
and filters out information that does not conform to that belief, the negotiator is engaging
in which perceptual distortion?
Selective Perception
Which of the following statements about the use of frames in a negotiation is not true?
Negotiators use only one frame during a negotiation.
Which of the following statement concerning the use of anger in a negotiation process is not
true?
Negotiators concede more often to a happy or unemotional partner than to an angry opponent.
Frames can lead people to seek, avoid, or be neutral about risk in negotiation. Which of the
following statements about issue framing and risk is true?
The way an issue is framed influences how negotiators perceive risk and behave in relation to it.
Frames are important in negotiation because
disputes are often nebulous and open to different interpretations.
Agitation-related emotions result from feeling
anxious, fearful, or threatened.
Which of the following statements about how emotion plays a part in negotiation is
accurate?
,Negative feelings may create positive outcomes.
The irrational escalation of commitment is a cognitive bias that refers to
a negotiator's commitment to a course of action, even when that commitment constitutes
irrational behavior on his/her part.
In a classic study of legal disputes and grievances, it was suggested that these disputes tend
to be transformed through a process of
naming, blaming, and claiming.
Projection occurs when
people ascribe to others the characteristics or feelings that they possess themselves.
The endowment effect
is the tendency to overvalue something you own or believe you possess.
The halo effect occurs when
people generalize about a variety of attributes based on the knowledge of one attribute of an
individual.
Which of the following tactics is not offered as advice on how to deal with an opponent who
brings negative emotion to the negotiating table?
anchor and adjust the reference point
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. Issues are shaped and reframed by
, the management and interaction of multiple issues on the negotiation agenda. arguments
attacking the significance or stability of problems or the feasibility of solutions. the ways parties
"make a case" to others concerning the logic of needs or positions.
Which of the following is not a cognitive bias?
The winner's circle
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?
a strong outcome frame
Which of the following statements concerning emotions is not true?
Emotions are avoidable
Which of the following cognitive biases can lead negotiators to discount the worth or
validity of the judgment of others?
Overconfidence
Which of the following lists the stages of the perceptual process in the correct order?
stimulus, attention, recognition, translation, behavior
The distinction between mood and emotion is based on which of the following
characteristics?
Specificity, intensity, and duration
AND 100% CORRECT ANSWERS!!
When a negotiator singles out certain information that supports or reinforces a prior belief
and filters out information that does not conform to that belief, the negotiator is engaging
in which perceptual distortion?
Selective Perception
Which of the following statements about the use of frames in a negotiation is not true?
Negotiators use only one frame during a negotiation.
Which of the following statement concerning the use of anger in a negotiation process is not
true?
Negotiators concede more often to a happy or unemotional partner than to an angry opponent.
Frames can lead people to seek, avoid, or be neutral about risk in negotiation. Which of the
following statements about issue framing and risk is true?
The way an issue is framed influences how negotiators perceive risk and behave in relation to it.
Frames are important in negotiation because
disputes are often nebulous and open to different interpretations.
Agitation-related emotions result from feeling
anxious, fearful, or threatened.
Which of the following statements about how emotion plays a part in negotiation is
accurate?
,Negative feelings may create positive outcomes.
The irrational escalation of commitment is a cognitive bias that refers to
a negotiator's commitment to a course of action, even when that commitment constitutes
irrational behavior on his/her part.
In a classic study of legal disputes and grievances, it was suggested that these disputes tend
to be transformed through a process of
naming, blaming, and claiming.
Projection occurs when
people ascribe to others the characteristics or feelings that they possess themselves.
The endowment effect
is the tendency to overvalue something you own or believe you possess.
The halo effect occurs when
people generalize about a variety of attributes based on the knowledge of one attribute of an
individual.
Which of the following tactics is not offered as advice on how to deal with an opponent who
brings negative emotion to the negotiating table?
anchor and adjust the reference point
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. Issues are shaped and reframed by
, the management and interaction of multiple issues on the negotiation agenda. arguments
attacking the significance or stability of problems or the feasibility of solutions. the ways parties
"make a case" to others concerning the logic of needs or positions.
Which of the following is not a cognitive bias?
The winner's circle
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?
a strong outcome frame
Which of the following statements concerning emotions is not true?
Emotions are avoidable
Which of the following cognitive biases can lead negotiators to discount the worth or
validity of the judgment of others?
Overconfidence
Which of the following lists the stages of the perceptual process in the correct order?
stimulus, attention, recognition, translation, behavior
The distinction between mood and emotion is based on which of the following
characteristics?
Specificity, intensity, and duration
