Chapter 6: Perception, Cognition, and Emotion

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What is the key difference in framing between the choices presented in Group 1 and Group 2?

Group 1 focused on losses, while Group 2 focused on gains

Group 1 focused on lives saved, while Group 2 focused on lives lost (correct)

Group 1 focused on probability, while Group 2 focused on certainty

Group 1 focused on lives lost, while Group 2 focused on lives saved

In which group did a higher percentage of participants choose Program B?

Group 1

Both groups had an equal percentage

Group 2 (correct)

It is not specified in the text

What is the term used to describe the arbitrary point used to evaluate an alternative as either a gain or a loss?

Decision point

Judgment point

Framing point

Reference point (correct)

How do frames impact negotiation according to the text?

They shape what parties define as key issues and how they discuss them Signup and view all the answers

What term is used to collectively label the systematic errors negotiators make when processing information?

Cognitive biases Signup and view all the answers

What is the term used to describe the process by which individuals connect to their environment by assigning meaning to messages and events?

Sense-making process Signup and view all the answers

Which of the following is NOT listed as one of the four major perceptual errors mentioned in the text?

Interpretation bias Signup and view all the answers

What is the main difference between selective perception and projection as described in the text?

Selective perception involves filtering out contrary information, while projection involves assigning one's own characteristics to others. Signup and view all the answers

What is the role of a 'frame' in the context of evaluating situations?

To evaluate and make sense of situations subjectively Signup and view all the answers

In the text's example of an outbreak preparation, how many people are expected to be killed by the unusual new disease?

Six hundred Signup and view all the answers

Chapter 6: Perception, Cognition, and Emotion

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Questions and Answers

What is the key difference in framing between the choices presented in Group 1 and Group 2?

In which group did a higher percentage of participants choose Program B?

What is the term used to describe the arbitrary point used to evaluate an alternative as either a gain or a loss?

How do frames impact negotiation according to the text?

What term is used to collectively label the systematic errors negotiators make when processing information?

What is the term used to describe the process by which individuals connect to their environment by assigning meaning to messages and events?

Which of the following is NOT listed as one of the four major perceptual errors mentioned in the text?

What is the main difference between selective perception and projection as described in the text?

What is the role of a 'frame' in the context of evaluating situations?

In the text's example of an outbreak preparation, how many people are expected to be killed by the unusual new disease?

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