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?
Hyperopia (farsightedness). In the uncorrected top figure, the image would come into focus behind th
Vision with macular degeneration is experienced with an inability to focus in the center of the visu
Focus on Older Adults
Development encompasses both gains and losses. Sometimes a health crisis (loss) can result in a heal
Middle adults usually have more time to focus attention on their relationships
Adjust your focus "microscope"