Terry's Son Came Home with a New Pet Spider

question 16

Multiple Choice

Terry's son came home with a new pet spider.Upon seeing it, Terry's skin crawled and he recoiled.He instantly demanded his son return the spider to the store.Terry's behavior is likely guided by _____________.

• A)An implicit attitude
• B)A primitive belief
• C)A heuristic
• D)Either A or

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Definitions:

Irrational Escalation

The phenomenon where individuals increase their investment in a decision based on the cumulative prior investment, despite new evidence suggesting that the decision was probably wrong.

Fixed Pie

A misconception in negotiations where parties incorrectly believe that their interests are directly opposed, assuming that one party's gain is the other's loss.

Reframing

The process of changing the perspective or context of a situation to view it in a new light.

Thrust, Tone

The main direction, force, or emphasis of a discourse or negotiation, along with the mood or attitude conveyed through it.