1- Please define the term overconfidence". What forms of overconfidence do you know? 2. Negotiations are often regarded by participants as a process of dividing a "fixed pie" among parties. What are the negative consequences of this view? What are some approaches for parties to create a larger pie, so everyone receives higher value from the negotiations? 3. Can you explain the effect of "framing of judgement"? How can this effect be used in negotiations? 4. There is a pattern that humans are characterized by "bounded awareness". Can you give examples of some factors influencing our bounded awareness? 5. Please describe what would be your strategy of stating your position in negotiations when you have incomplete information about the other party's interests? How is this related to your BATNA? 6. How can you explain the effect of the "curse of knowledge"? Can this effect be observed in a discussion on an expert subject between equally competent experts?