Podcast
Questions and Answers
Which cognitive bias explains people's tendency to take unwarranted risks in the face of uncertain losses?
Which cognitive bias explains people's tendency to take unwarranted risks in the face of uncertain losses?
- Framing Effect
- Prospect Theory (correct)
- Loss Aversion
- Separating the person from the problem
Which approach emphasizes generating win-win options in negotiation?
Which approach emphasizes generating win-win options in negotiation?
- Framing Effect
- Prospect Theory
- Loss Aversion
- Problem-solving Approach (correct)
According to the concept of two systems of thought, System 2 is characterized by:
According to the concept of two systems of thought, System 2 is characterized by:
- Slow, deliberative, and logical thinking (correct)
- Influence on negotiation outcomes
- Manipulation of emotions through questioning and framing
- Fast, instinctive, and emotional thinking
The importance of listening and empathy in negotiation is highlighted by:
The importance of listening and empathy in negotiation is highlighted by:
Which cognitive bias explains people's greater motivation to avert loss than to achieve gain?
Which cognitive bias explains people's greater motivation to avert loss than to achieve gain?
Which approach emphasizes establishing mutually agreed-upon standards for evaluation in negotiation?
Which approach emphasizes establishing mutually agreed-upon standards for evaluation in negotiation?
Which cognitive bias explains people's tendency to respond differently based on how choices are presented?
Which cognitive bias explains people's tendency to respond differently based on how choices are presented?
Which approach emphasizes focusing on interests rather than positions in negotiation?
Which approach emphasizes focusing on interests rather than positions in negotiation?
According to the concept of two systems of thought, System 1 is characterized by:
According to the concept of two systems of thought, System 1 is characterized by:
What is tactical empathy in negotiation?
What is tactical empathy in negotiation?
How does tactical empathy influence negotiation outcomes?
How does tactical empathy influence negotiation outcomes?
Which skill is central to tactical empathy?
Which skill is central to tactical empathy?
What is the purpose of using tactical empathy in negotiation?
What is the purpose of using tactical empathy in negotiation?
How does tactical empathy differ from traditional negotiation approaches?
How does tactical empathy differ from traditional negotiation approaches?
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