For the rst question, you will have a choice of topics: biases deriving from heuristics (Chapter 3), motivational/emotional in uences (Chapter 6) the escalation of commitment (Chapter 7), or fairness and ethics (Chapter 8). You should select the topic area in advance and restrict your review to the material in the chapter noted. This question will require that you be able to illustrate how the type of in uence on which you choose to focus relates to the quality of individual or group decisions. To do this, you will have to understand what Bazerman and Moore
describe as the expectations concerning choice that one has from the perspective of Rational Choice Theory (see Chapter 1). The second question deals with processes of negotiation and bargaining in two—party situations. You will need to be familiar with the contents of both Chapter 10 and Chapter 11 of JMDM . You will also need to be prepared to identify strategies for converting distributive orientations to integrative orientations. The nal question pertains to
individual and multiparty decision making and requires that you be conversant in the material covered in Chapter 12 of JMDM. The focus in the question is strategies for improving decision making.