2. A) Explain the main differences between Stereotyping and Halo effects and justify your answer with examples please. (5 points)

B) Refer to Chp.6, pp. 205-216 show and explain which of the cognitive biases applies to the following examples:

B1) In a salary negotiation, job applicant, Bob, who assumes that salary is the only issue insists on $55, 000 when the employer is offering $52, 000. Only when the two parties discuss the possibilities further, they discover that Bobs moving expenses and starting date can be also negotiated, which may facilitate resolution of the salary issue.

B2) After investigation and analysis of Tom before surgery, doctor said that Tom has 10% chance of death after the surgery. Tom became very nervous. He changed his doctor. His new doctor said that the surgery has %90 survival rate. Then he decided to have the surgery.

B3) In an antique store Helena saw a clock that she and her husband fell in love with. After spending the afternoon in the neighborhood deciding a negotiation strategy (opening offer, bottom line, timing) she and her husband returned to the store to enact their strategy. The store owner accepted their first offer. Upon arriving home, suffering from the purchase, they left the clock in the garage, where it remains collecting dust.