People's Ability to Solve Problems in New Contexts Depends on the Accessibility

question 25

Multiple Choice

People's ability to solve problems in new contexts depends on the accessibility of their relevant knowledge.In negotiation,this "knowledge transfer" refers to:

• A)applying irrelevant knowledge to novel situations
• B)instructions outside of the context of real problems
• C)subconsciously evaluating the issue and its inferences
• D)the ability to apply a strategy or idea learned in one situation to solve a problem in a new situation

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Definitions:

Cognitive Dissonance

A psychological phenomenon where there is discomfort or distress from holding two conflicting beliefs, attitudes, or values simultaneously.

Fundamental Attribution Error

The tendency to overemphasize personality-based explanations for behaviors observed in others while underemphasizing situational explanations.

Central Route Persuasion

A technique for convincing others that requires thoroughly understanding the message's content, resulting in enduring changes in attitudes.

Foot-In-The-Door Phenomenon

The tendency for people who have first agreed to a small request to comply later with a larger request.