Which of the Following Cognitive Biases Can Lead Negotiators to Discount

question 42

Multiple Choice

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

• A) Mythical fixed-pie beliefs
• B) Irrational escalation of commitment
• C) Overconfidence
• D) Anchoring and adjustment

Grasp the concept and examples of organizational citizenship behaviors.

Understand the importance and methods of creating performance measurements and the potential biases associated with them.

Familiarize with the challenges and advantages of different performance appraisal formats, including behaviorally anchored rating scales and management by objectives (MBO).

Understand the role of personal traits and results-based criteria in performance evaluations.

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Definitions:

Mental Retardation

An outdated and insensitive term formerly used to describe a condition characterized by below-average intellectual function and a lack of skills necessary for daily living; now referred to as intellectual disability.

DSM-IV-TR

The fourth edition, text revision of the Diagnostic and Statistical Manual of Mental Disorders, a guideline for diagnosing mental disorders used in the United States.

Axis III

a category within the Diagnostic and Statistical Manual of Mental Disorders (DSM-IV) used to report physical or medical conditions that are potentially relevant to understanding or treating a patient's mental condition.

Physical Disorders

Health conditions that affect the body's structure or function, often requiring medical intervention.