When Negotiators Believe That Their Positions Are the Only Correct

question 20

Multiple Choice

When negotiators believe that their positions are the only correct ones, the negotiation pitfall of __________ occurs.

• A) invoking the collective
• B) escalating commitment
• C) overconfidence
• D) foreshadowing
• E) incongruency

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Definitions:

Time Utility

The enhancement of products or services by ensuring their availability at the required time.

Sport Fishing Season

A specific time of year officially designated for fishing activities, often regulated to protect wildlife populations and ensure sustainable fishing practices.

Hurricane

A powerful tropical cyclone with heavy rains and high winds that can cause significant damage.