Negotiators' Faulty Judgments of People Can Often Be Traced to the Representativeness

question 27

Multiple Choice

Negotiators' faulty judgments of people can often be traced to the representativeness heuristic,a cognitive bias in which people:

• A)assume commonality between objects of similar appearance
• B)rely on others' opinions when making decisions
• C)create meaning from what they experience about the world around them
• D)assume that a small sample is representative of a large population

Grasp the significance of mutual adjustment and the dynamics of negotiation.

Comprehend the role of interdependence in negotiation outcomes.

Discern the impact of individual and collective goals on negotiation processes and outcomes.

Understand the dilemmas negotiators face and strategies to navigate them.