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According to according to the preparers Lewicki, Saunders, Minton, and Barry (2003), perceptual distortion includes stereotyping, halo effects, selective perception, and projection. Cognitive biases include (1) the irrational escalation of commitment, (2) the mythical belief that the issues under negotiation are all fixed-pie, (3) the process of anchoring and adjustment in decision making, (4) issue and problem framing, (5) the availability of information, (6) the winner's curse, (7) negotiator overconfidence, (8) the law of small numbers, (9) self-serving biases, (10) the endowment effect, (11) the tendency to ignore others' cognitions, and (12) the process of reactive devaluation.

How have these distortions and biases affected negotiations that you have participated in or observed? Please provide exs for at least four types of bias or distortion.

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