Author Question: The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' ... (Read 186 times)

rlane42 · **on:** Jul 7, 2018

The availability heuristic is a cognitive bias that can affect the accuracy of negotiators'
judgments. Which of the following best describes the availability heuristic?

A) Overestimating the type or number of people in a certain category because it is easier to
bring instances of this group or category of people to mind
B) Doing something for the counterparty and the counterparty immediately reciprocates
C) Examining other procedures or alternatives without regard to whether they are available
D) Describing some occurrence in vivid detail, even if it is an exceptional occurrence

Question 2

A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the
outcome of some future event. A ________ is a type of agreement in which parties leverage
differences of opinion to form an integrative agreement.

A) fixed contract B) contingency contract
C) compromise contract D) speculative agreement