Incorrect Incorrect 0/3 pts Question 12 If one assumes what is relevant to the other party, but is not correct, they have fallen victim to the O false-consensus effect Obiased-information effect Orecency effect false-relevance effect 0/3 pts Question 13 Understanding is critical for one to come up with creative solutions that satisfy both parties, and relies on one's ability to trade things that are important to the other party for things that are important to him/her. O interests potential issues O obvious issues O positions 0/3 pts Question 14 A phenomenon known as __________ makes "completion" of a negotiation an attractive looking endpoint, as we are driven to engage in future actions to justify past costs. O reference point bias value completion Osunk cost bias Oeconomic costs