AP Psychology Quiz
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During a negotiation, the first offer strongly shapes both parties' final agreement, even if arbitrary. What is this?
A
Anchoring bias: the first number presented becomes a reference point that influences later judgments and counteroffers.
B
Availability heuristic: relying on easily remembered examples to estimate fair price instead of analyzing market data.
C
Insight: a sudden "aha" that restructures the negotiation problem and produces a creative compromise.
D
Only negativity: assuming all negotiation shortcuts are irrational, so rejecting any initial offer automatically.
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