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What are factors in the perceiver?
What is anchoring?
The tendency for a person to rely heavily on the first piece of information they receive when making decisions. In negotiations this can be exploited to psychologically manipulate the opponent.
What is the framing effect?
The framing effect is a cognitive bias where people decide on options based on whether the options are presented with positive or negative connotations
How does one counter a very high anchor and why?
Don't counter the offer and walk away from the negotiation.
Why should a high anchor not be accepted or countered?
This might build a bridge that is too big to cross in the negotiation. Walking away signals that the negotiation cannot continue with the number on the table.
What are emotions?
What are moods?
How does affect relate to emotions and moods?
Is a broad range of feelings that people experience. Affect can be experienced in the form of emotions or moods and therefore overarches both.
What are the 6 basic emotions?
What are the sources of emotions?
What are the functions of emotions and mood?
What factors influence perception?
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