The Fixed-Pie Perception Is a Cognitive Bias in Which Negotiators

question 28

Multiple Choice

The fixed-pie perception is a cognitive bias in which negotiators believe that:

• A)one's BATNA can never improve
• B)the counterparty's BATNA is more attractive than it actually is
• C)the counterparty's interests are directly opposed to one's own
• D)creativity will not yield a better outcome in a negotiation

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Definitions:

Amino Acid

Organic compounds that combine to form proteins, serving as the basic building blocks of life.

Glycogenolysis

The metabolic process of breaking down glycogen into glucose to be used as a source of energy by the body.

Beta Oxidation

A metabolic process in which fatty acid molecules are broken down in the mitochondria to generate acetyl-CoA, which enters the citric acid cycle, and NADH and FADH2, which are used in the electron transport chain.

Glucose

A straightforward sugar molecule that is critical for energy provision in living creatures and is incorporated into numerous carb compounds.