One Psychological Bias That Can Lead to Faulty Judgments in Negotiation

question 8

Multiple Choice

One psychological bias that can lead to faulty judgments in negotiation is the ______ ,which refers to the fact that most people think others agree with them more than is actually the case.

• A)even-split ploy
• B)false consensus effect
• C)hindsight bias
• D)illusory correlation

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Definitions:

Psychological Retreat

A mental or emotional withdrawal from stressful situations or challenges, often as a defense mechanism.

Milgram

A psychologist best known for his controversial experiment on obedience, demonstrating people's willingness to follow authorities' orders, even to the point of harming others.

Psychological Retreat

Involves withdrawing into oneself or into an imagined safe space as a means of coping with stress or trauma.

Stimulus Overload

A condition where an individual is overwhelmed by too much sensory information, often leading to stress or difficulty in focusing.