In Interest-Based Negotiation,the Problem Is Defined in Terms of the Interests

question 45

True/False

In interest-based negotiation,the problem is defined in terms of the interests - each side's needs,desires,concerns and fears - rather than the positions of each party.

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Definitions:

Top-Down Processing

The cognitive process by which our brain makes use of information that has already been brought into the brain by one or more of the sensory systems.

Schemas

Cognitive structures that help us organize and interpret information, based on our accumulated knowledge and experiences.

Shape Constancy

The cognitive ability to recognize objects as having a constant shape despite changes in perspective, distance, or lighting.

Retinal Disparity

The slight difference in the images projected on the two retinas, which is used to perceive depth.