The Myth of the "Fixed Pie" in Negotiations Refers to the _____

question 95

Multiple Choice

The myth of the "fixed pie" in negotiations refers to the _____.

• A) overconfidence of a party by ignoring the other party's needs
• B) assumption that in order for you to gain the other person must give something up
• C) error that occurs when parties don't really make themselves understood to each other
• D) error that occurs when parties fail to listen well enough to understand what each other is saying
• E) error that occurs when a negotiator is too quick to assume that he or she understands well the negotiator from a different culture

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Definitions:

Template Matching

A theory or process in perception or cognition positing that the mind matches incoming stimuli to templates or patterns in the brain to recognize objects.

Featural Analysis

The examination of discrete elements or features within a stimulus to identify or categorize it.

Prototype Matching

Prototype matching is a cognitive process for categorization where new stimuli are compared to an idealized or average representation (prototype) of a category to determine belonging.

Top-Down Processing

A cognitive process in which the brain utilizes previously held knowledge and expectations to interpret and perceive new information.