FINALS Flashcards
The _ operates when information that is presented in vivid, colourful, or attention- getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
29
availability bias
What are the two different definitions of framing effect ?
11 & 15
- cognitive bias- (+)gain/ (-)loss connotation
- perspective
What are the double-edged effects of overconfidence?
31
- discount worth of others’ judgement
- solidify support for incorrect positions/ opinions
What cognitive bias is most related to a self-fulfilling prophecy?
33
law of small numbers- tendency to draw conclusions based on small sample sizes
What cognitive bias best explains “People often explain another person’s behavior by making attributions, either to the person or the situation”?
34
self-serving bias
What does the following paragraph describe?
“A study of how U.S. citizens responded to an arms-reduction proposal showed this tendency in action. Researchers divided 137 study participants into two groups and then asked how favorable the proposal was to the United States and how favorable it was to the (now former) U.S.S.R. One group was correctly informed that the proposal was made by then– Communist Party secretary Gorbachev. The other group was falsely told that the proposal was made by then-president Reagan. Among those who believed the proposal originated with Gorbachev, 56 percent thought that the proposal favored the U.S.S.R. and only 16 percent felt that it favored the United States. The other 28 percent thought that it favored both sides equally. When participants were told that the proposal came from President Reagan, however, only 27 percent thought that it favored the U.S.S.R., another 27 percent thought it favored the United States, and 45 percent thought that it benefited both sides equally.”
42
reactive devaluation
Give a good example of contrast effect.
43-45
Starbucks coffee cup sizes
Subscription models middle option
Questions can be used to do what of the following?
a. manage difficult or stalled negotiations
b. pry or lever a negotiation out of a breakdown or an apparent dead end
c. assist or force the other party to face up to the effects or consequences of their behaviours
d. collect and diagnose information
e. all of the above.
e
Which of the following are types of manageable questions?
a. close-out questions that force the other party into seeing things your way
b. leading questions that point toward an answer
c. impulse questions that occur “on the spur of the moment,” without planning
d. loaded questions that put the other party on the spot regardless of his/her answer
e. none of the above
b
In passive listening-
a. the receivers restate or paraphrase the sender’s message in their own language
b. the receivers interject responses to keep communicators sending messages
c. the receiver provides no feedback to the sender about the accuracy or completeness of reception
d. senders may misinterpret acknowledgments as the receiver’s agreement with their position, rather than that they are simply receiving the message
e. none of the above occurs in passive listening.
c
Which one is a wrong argument about the effect of having a BATNA in a negotiation? (if there is no wrong argument, choose (D))
a. Negotiators with attractive BATNAs set higher reservation prices for themselves
b. Negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves
c. When both parties were aware of the attractive BATNA that one of the negotiators had, that negotiator received a more positive negotiation outcome
d. All of the above are right.
a
What is not the 5 components of communications?
a. Messenger
b. Message contents
c. Message media
d. Gender
e. Situation
d
What is not an assumption on which the communicative framework for negotiation in the textbook is based?
a. Both verbal and non-verbal communication matter
b. Communication of offers is a dynamic process
c. Offer process is interactive
d. Various internal and external factors drive the interaction and motivate a bargainer to change his or her offer
d
What is a wrong statement about differences between skilled and average negotiators taught in class?
a. Average negotiators less often test whether the other really understand his/her offer
b. Skilled negotiators ask more question than average negotiators
c. Skilled negotiators summarized what is going on more often.
d. Skilled negotiators prefer to make a real offer later than earlier in negotiation.
d
In integrative negotiation, what is the least important question you should ask for more successful results?
a. Why they want to have such a deal.
b. What issues are more important to them.
c. What are their preferences in risk-taking, time-horizon, future expectation, etc.
d. What they want to get
d
What is not one of the most common traits of good negotiators in banking industry?
a. Willingness to prepare
b. Knowledge of subject matter being negotiated
c. Listening skill
d. taking a course in negotiation
d
Which country does not belong to high-context culture?
a. South Korea
b. Japan
c. U.S.
d. Spain
e. Brazil
c
What is the correct description of South Korean’s communication culture?
a. high-context and direct negative feedback
b. low-context and direct negative feedback
c. high-context and indirect negative feedback
d. low-context and indirect negative feedback
a
What is an incorrect statement about high-context/low-context communication culture?
a. It is important not to form opinions too quickly and try to clarify when you are not sure about the meaning of message
b. If you are from a low-context communication culture, please, do not assume that a high-context communicator is purposely omitting information or unable to communicate explicitly.
c. In a high-context culture, a low-context communicator might be perceived as stating too obvious things and sounding unsophisticated.
d. In a low-context culture, a high-context communicator is perceived as secretive, lacking transparency, or unable to communicate effectively.
e. In fact, all of the above are correct.
c
How is a skillful down-grader likely to react to an outrageous offer?
a. “You are too ambitious”
b. “The price is too high”
c. “Unfortunately, that’s not a price we can afford. Will you come down a bit”
d. “Will you explain a bit more why the price is higher than the market price? You must have a good reason for it, right?”
c
Although both verbal and non-verbal communication have effects on negotiation, it is mostly verbal negotiation that matters very much. (T/F)
false
While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes. (T/F)
true
Researcher Thompson and her colleagues found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome. (T/F)
true
What should be communicated during the negotiation also depends on the type of negotiation you are engaged in (distributive or integrative). (T/F)
true
