You are a manager at a large refinery. The executive team is considering using you in an upcoming negotiation with a major supplier, but the team wants you to understand the variety of cognitive biases that can occur during the course of a negotiation. Joanna is the representative for the supplier and has been on the job for less than two years. You think you already know all of the cognitive biases because you took the renowned Fargo Class On Negotiation, so you are an expert, no doubt. As you prepare, you make notes on some of the facts and decide to match the description with the cognition. Initially, you completely overpromise to perform a key term that your company cannot deliver. Your overpromise makes no sense and is one that your company can no longer satisfy. Answer 1 Question 19 Choose... Simply because you have more experience, you presume that there is a limit to the outcomes and only four items that could possibly be negotiated. You convince the group to focus on these items, and all agree. In fact, there are three more areas of possible value that both parties could cultivate if they simply took the time