Which of the following statements about how emotion plays a part in negotiation is accurate?

Which of the following statements about how emotion plays a part in negotiation is accurate? 

A) Negotiations only create negative emotions.
B) Positive feelings do not promote persistence.
C) Negative feelings may create positive outcomes.
D) Positive emotion may result from impasse.
E) Negative emotions do not undermine a negotiator's ability to analyze a situation accurately


Answer: C

Negative emotions may lead parties to

Negative emotions may lead parties to 

A) more integrative processes
B) escalate the conflict
C) promote persistence
D) define the situation as integrative
E) more integrative outcomes


Answer: B

The distinction between mood and emotion is based on which of the following characteristics?

The distinction between mood and emotion is based on which of the following characteristics? 

A) specificity
B) intensity
C) duration
D) all of the above
E) none of the above


Answer: D

The best way to manage perceptual and cognitive biases is:

The best way to manage perceptual and cognitive biases is:

A) to be aware that they exist.
B) to participate in group discussions.
C) to tell people about the bias.
D) complete a questionnaire.
E) All of the above help manage biases but may not be enough in and of themselves


Answer: E