Negotiators can focus on gains or losses during a negotiation. Most negotiators are ________
when it comes to losses, and ________ when it comes to gains.
A) rational; irrational B) irrational; rational
C) risk-averse; risk-seeking D) risk-seeking; risk-averse
Question 2
The more ________ the negotiator, the more likely it is that she or he will make greater
concessions.
A) risk-averse B) risk-seeking C) vigilant D) confident
Question 3
What is meant by counterfactual thinking in negotiation?
A) A negotiator who considers whether the other party will follow through on the terms of
their agreement
B) A negotiator who thinks about what might have been but did not occur
C) A negotiator who plays the devil's advocate with the other party
D) A negotiator who focuses intensely on what outcome he or she wants
Question 4
In negotiation, having your first offer immediately accepted by the counterparty is likely to lead
to feelings of what might have been different, also known as ________.
A) counterfactual thinking B) gambler's fallacy
C) hindsight bias D) linkage effects
Question 5
What is the fixed-pie perception, and how does it affect a person's preparation for negotiation?
What will be an ideal response?
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