In the Context of Negotiations, Which of the Following Statements

question 70

Multiple Choice

In the context of negotiations, which of the following statements about time deadlines and time is FALSE?

• A)Negotiators who experience time pressures are less likely to use a collaborative conflict management style.
• B)Negotiators become less committed to reaching an agreement as they devote more time to it.
• C)Negotiators make more concessions as the negotiations approach an inflexible deadline.
• D)Effective negotiators keep their own time limits flexible.
• E)As the amount of time invested in a negotiation increases, negotiators tend to become more motivated to settle the negotiations.

Acknowledge individual differences in stress thresholds and responses.

Grasp the concept of work stress and its causes.

Learn about self-directed interventions for stress management, including learned optimism.

Understand the impact of individual behavior types on stress and stress management strategies.

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Definitions:

Confirmation Bias

The proclivity to pursue, interpret, be inclined towards, and remember evidence that verifies one's antecedent beliefs or hypotheses.

Framing Effect

A cognitive bias where people react differently to a particular choice or decision depending on how it is presented to them.

Overconfidence

The condition of being excessively confident or assured in one’s ability, correctness, or reliability, often without sufficient reason.

Framing Effect

A cognitive bias where people react differently to a choice depending on how it is presented, or "framed," especially as a loss or gain.