# data[].attributes.headline
The tendency to settle quickly on an item and thensubsequently feel discomfort about a win that comes tooeasily

# data[].attributes.subject
The tendency to settle quickly on an item and thensubsequently feel discomfort about a win that comes tooeasily

# data[].attributes.headline
Operates when information that is presented in vivid orattention-getting ways becomes easy to recall.

# data[].attributes.subject
Operates when information that is presented in vivid orattention-getting ways becomes easy to recall.

# data[].attributes.headline
 Becomes central and critical in evaluating events andoptions

# data[].attributes.subject
 Becomes central and critical in evaluating events andoptions

# data[].attributes.headline
Frames can lead people to seek, avoid, or be neutral aboutrisk in decision making and negotiation

# data[].attributes.subject
Frames can lead people to seek, avoid, or be neutral aboutrisk in decision making and negotiation

# data[].attributes.headline
The anchor might be based on faulty or incompleteinformation, thus be misleading

# data[].attributes.subject
The anchor might be based on faulty or incompleteinformation, thus be misleading

# data[].attributes.headline
The effect of the standard (anchor) against whichsubsequent adjustments (gains or losses) are measured

# data[].attributes.subject
The effect of the standard (anchor) against whichsubsequent adjustments (gains or losses) are measured

# data[].attributes.headline
Negotiators assume that all negotiations (not just some)involve a fixed pie

# data[].attributes.subject
Negotiators assume that all negotiations (not just some)involve a fixed pie

# data[].attributes.headline
Negotiators maintain commitment to a course of actioneven when that commitment constitutes irrational behavior

# data[].attributes.subject
Negotiators maintain commitment to a course of actioneven when that commitment constitutes irrational behavior

# data[].attributes.headline
 Multiple agenda items operate to shape issuedevelopment

# data[].attributes.subject
 Multiple agenda items operate to shape issuedevelopment

# data[].attributes.headline
Frames may define major shifts and transitions in acomplex overall negotiation

# data[].attributes.subject
Frames may define major shifts and transitions in acomplex overall negotiation

# data[].attributes.headline
Each party attempts to make the best possible case forhis or her preferred position or perspective

# data[].attributes.subject
Each party attempts to make the best possible case forhis or her preferred position or perspective

# data[].attributes.headline
Negotiators tend to argue for stock issues or concernsthat are raised every time the parties negotiate

# data[].attributes.subject
Negotiators tend to argue for stock issues or concernsthat are raised every time the parties negotiate

# data[].attributes.headline
Emotions can be used strategically as negotiationgambits

# data[].attributes.subject
Emotions can be used strategically as negotiationgambits

# data[].attributes.headline
Negative feelings may elicit beneficial outcomes

# data[].attributes.subject
Negative feelings may elicit beneficial outcomes

# data[].attributes.headline
 Positive emotions may generate negative outcomes

# data[].attributes.subject
 Positive emotions may generate negative outcomes

# data[].attributes.headline
Effects of positive and negative emotion

# data[].attributes.subject
Effects of positive and negative emotion

# data[].attributes.headline
Negative emotions may result from the prospect ofbeginning a negotiation

# data[].attributes.subject
Negative emotions may result from the prospect ofbeginning a negotiation

# data[].attributes.headline
Negative emotions may result from an impasse

# data[].attributes.subject
Negative emotions may result from an impasse

# data[].attributes.headline
Negative emotions may result from a competitive mind-set

# data[].attributes.subject
Negative emotions may result from a competitive mind-set

# data[].attributes.headline
Aspects of the negotiation process can lead to negative emotions

# data[].attributes.subject
Aspects of the negotiation process can lead to negative emotions

# data[].attributes.headline
They may lead parties to retaliate and may thwartintegrative outcomes

# data[].attributes.subject
They may lead parties to retaliate and may thwartintegrative outcomes

# data[].attributes.headline
They may lead parties to escalate the conflict

# data[].attributes.subject
They may lead parties to escalate the conflict

# data[].attributes.headline
They may undermine a negotiator’s ability to analyze thesituation accurately, which adversely affects individualoutcomes

# data[].attributes.subject
They may undermine a negotiator’s ability to analyze thesituation accurately, which adversely affects individualoutcomes

# data[].attributes.headline
They may lead parties to define the situation as competitiveor distributive

# data[].attributes.subject
They may lead parties to define the situation as competitiveor distributive

# data[].attributes.headline
Negative emotions generally have negativeconsequences for negotiations

# data[].attributes.subject
Negative emotions generally have negativeconsequences for negotiations

# data[].attributes.headline
Parties are likely to assume a particular framebecause of various factors

# data[].attributes.subject
Parties are likely to assume a particular framebecause of various factors

# data[].attributes.headline
Positive feelings result from favorable social comparison

# data[].attributes.subject
Positive feelings result from favorable social comparison

# data[].attributes.headline
Specific frames may be likely to be used with certaintypes of issues

# data[].attributes.subject
Specific frames may be likely to be used with certaintypes of issues

# data[].attributes.headline
Particular types of frames may lead to particular typesof arguments

# data[].attributes.subject
Particular types of frames may lead to particular typesof arguments

# data[].attributes.headline
Positive feelings result from fair procedures duringnegotiation

# data[].attributes.subject
Positive feelings result from fair procedures duringnegotiation

# data[].attributes.headline
 Mismatches in frames between parties are sources ofconflict

# data[].attributes.subject
 Mismatches in frames between parties are sources ofconflict

# data[].attributes.headline
Aspects of the negotiation process can lead to positive emotions

# data[].attributes.subject
Aspects of the negotiation process can lead to positive emotions

# data[].attributes.headline
They also create a positive attitude toward the other side

# data[].attributes.subject
They also create a positive attitude toward the other side

# data[].attributes.headline
– They are more likely to lead the parties toward moreintegrative processes

# data[].attributes.subject
– They are more likely to lead the parties toward moreintegrative processes

# data[].attributes.headline
Positive emotions generally have positiveconsequences for negotiations

# data[].attributes.subject
Positive emotions generally have positiveconsequences for negotiations

# data[].attributes.headline
Negotiations create both positive and negativeemotions

# data[].attributes.subject
Negotiations create both positive and negativeemotions

# data[].attributes.headline
The distinction between mood and emotion isbased on three characteristics:

# data[].attributes.subject
The distinction between mood and emotion isbased on three characteristics:

# data[].attributes.headline
Discuss them in a structured manner within the teamand with counterparts

# data[].attributes.subject
Discuss them in a structured manner within the teamand with counterparts

# data[].attributes.headline
Be aware of the negative aspects of these biases

# data[].attributes.subject
Be aware of the negative aspects of these biases

# data[].attributes.headline
The best advice that negotiators can follow is:

# data[].attributes.subject
The best advice that negotiators can follow is:

# data[].attributes.headline
People assign to others the characteristics or feelings thatthey possess themselves

# data[].attributes.subject
People assign to others the characteristics or feelings thatthey possess themselves

# data[].attributes.headline
Arises out of a need to protect one’s own self-concept

# data[].attributes.subject
Arises out of a need to protect one’s own self-concept

# data[].attributes.headline
The process of devaluing the other party’s concessionssimply because the other party made them

# data[].attributes.subject
The process of devaluing the other party’s concessionssimply because the other party made them

# data[].attributes.headline
The perceiver singles out information that supports a priorbelief but filters out contrary information

# data[].attributes.subject
The perceiver singles out information that supports a priorbelief but filters out contrary information

# data[].attributes.headline
This leaves them to work with incomplete information, andthus produces faulty results

# data[].attributes.subject
This leaves them to work with incomplete information, andthus produces faulty results

# data[].attributes.headline
Negotiators don’t bother to ask about the other party’sperceptions and thoughts

# data[].attributes.subject
Negotiators don’t bother to ask about the other party’sperceptions and thoughts

# data[].attributes.headline
The tendency to overvalue something you own or believeyou possess

# data[].attributes.subject
The tendency to overvalue something you own or believeyou possess

# data[].attributes.headline
Occur when an individual generalizes about a variety ofattributes based on the knowledge of one attribute of anindividual

# data[].attributes.subject
Occur when an individual generalizes about a variety ofattributes based on the knowledge of one attribute of anindividual

# data[].attributes.headline
Underestimate the role of situational or external factors

# data[].attributes.subject
Underestimate the role of situational or external factors

# data[].attributes.headline
Overestimate the role of personal or internal factors

# data[].attributes.subject
Overestimate the role of personal or internal factors

# data[].attributes.headline
The tendency, known as fundamental attribution error, is to:

# data[].attributes.subject
The tendency, known as fundamental attribution error, is to:

# data[].attributes.headline
People often explain another person’s behavior by makingattributions, either to the person or to the situation

# data[].attributes.subject
People often explain another person’s behavior by makingattributions, either to the person or to the situation

# data[].attributes.headline
The smaller sample, the greater the possibility that pastlessons will be erroneously used to infer what will happenin the future

# data[].attributes.subject
The smaller sample, the greater the possibility that pastlessons will be erroneously used to infer what will happenin the future

# data[].attributes.headline
The tendency of people to draw conclusions from smallsample sizes

# data[].attributes.subject
The tendency of people to draw conclusions from smallsample sizes

# data[].attributes.headline
Applying other traits associated with the category to this particular individual may further compound the error.

# data[].attributes.subject
Applying other traits associated with the category to this particular individual may further compound the error.

# data[].attributes.headline
People assign an individual to a group based on one piece ofperceptual information ; then they assign a broad range of other characteristics of the group to this individua

# data[].attributes.subject
People assign an individual to a group based on one piece ofperceptual information ; then they assign a broad range of other characteristics of the group to this individua

# data[].attributes.headline
It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category

# data[].attributes.subject
It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category

# data[].attributes.headline
Stereotyping is a very common distortion of the perceptual process

# data[].attributes.subject
Stereotyping is a very common distortion of the perceptual process

# data[].attributes.headline
Four major perceptual errors: stereotyping, halo effects, selective perception, and projection

# data[].attributes.subject
Four major perceptual errors: stereotyping, halo effects, selective perception, and projection

# data[].attributes.headline
(2) it can lead negotiators to discount the worth or validity of the judgments of others, in effect shutting down other parties as sources of information, interests, and options necessary for a successful integrative negotiation. 

# data[].attributes.subject
(2) it can lead negotiators to discount the worth or validity of the judgments of others, in effect shutting down other parties as sources of information, interests, and options necessary for a successful integrative negotiation. 

# data[].attributes.headline
(1) It can solidify the degree to which negotiators support positions or options that are incorrect or inappropriate

# data[].attributes.subject
(1) It can solidify the degree to which negotiators support positions or options that are incorrect or inappropriate

# data[].attributes.headline
Overconfidence has a double-edged effect: 

# data[].attributes.subject
Overconfidence has a double-edged effect: 

# data[].attributes.headline
Environments are typically complex—they present a large number and variety of stimuli, each having different properties such as magnitude, color, shape, texture, and relative novelty

# data[].attributes.subject
Environments are typically complex—they present a large number and variety of stimuli, each having different properties such as magnitude, color, shape, texture, and relative novelty

# data[].attributes.headline
The tendency of negotiators to believe that their ability tobe correct or accurate is greater than is actually true

# data[].attributes.subject
The tendency of negotiators to believe that their ability tobe correct or accurate is greater than is actually true

# data[].attributes.headline
It has been defined as “the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual”

# data[].attributes.subject
It has been defined as “the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual”

# data[].attributes.headline
Perception is a complex physical and psychological enterprise

# data[].attributes.subject
Perception is a complex physical and psychological enterprise