The Tendency in Negotiations to Stake Out Your Position Based

question 7

Multiple Choice

The tendency in negotiations to stake out your position based on the assumption that in order to gain your way something must be subtracted from the other party's way is known as __________.

• A) the myth of the fixed pie
• B) escalating commitment
• C) invoking the collective
• D) the telling problem
• E) the selling problem

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Definitions:

Defensive Attribution

The tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way.

News Account

A report or description of recent events or facts, provided by the media or a personal observation.

Outgroup Homogeneity Effect

The perception that members of an out-group are more similar to each other than they actually are, often contrasted with the in-group.

Out-Group Homogeneity Effect

The Out-Group Homogeneity Effect is a psychological phenomenon where individuals perceive members of an out-group as more similar to each other than they are to members of their in-group.