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14 Questions

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NEGOTIATIONS: Cognitive Biases Quiz

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Questions and Answers

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?

Framing Effect

Prospect Theory

Loss Aversion

Problem-solving Approach (correct)

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:

Positive impact on individuals' openness and willingness to evaluate their thoughts and feelings Signup and view all the answers

Which cognitive bias explains people's greater motivation to avert loss than to achieve gain?

Loss Aversion Signup and view all the answers

Which approach emphasizes establishing mutually agreed-upon standards for evaluation in negotiation?

Problem-solving approach Signup and view all the answers

Which cognitive bias explains people's tendency to respond differently based on how choices are presented?

Framing Effect Signup and view all the answers

Which approach emphasizes focusing on interests rather than positions in negotiation?

Problem-solving approach Signup and view all the answers

According to the concept of two systems of thought, System 1 is characterized by:

Fast, instinctive, and emotional thinking Signup and view all the answers

What is tactical empathy in negotiation?

A method to understand and connect with the emotions of the other party Signup and view all the answers

How does tactical empathy influence negotiation outcomes?

It allows for better understanding of the other party's perspective Signup and view all the answers

Which skill is central to tactical empathy?

Active listening Signup and view all the answers

What is the purpose of using tactical empathy in negotiation?

To create a positive and collaborative negotiation environment Signup and view all the answers

How does tactical empathy differ from traditional negotiation approaches?

It combines emotional intelligence with assertive influence skills Signup and view all the answers