The frames of those who hear or interpret communication may create biases of their own.
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Q33: Negotiators always ask about the other party's
Q34: Reframing does not require negotiators to be
Q35: The definition of issues at stake in
Q36: Negotiators who feel positive emotions are more
Q37: Stereotyping and halo effects are examples of
Q39: A perceptual bias is the subjective mechanism
Q40: A characterization frame can clearly be shaped
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Q42: Perception is
A) the process by which individuals
Q43: Reactive devaluation
A) leads negotiators to minimize the
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