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:

Ice Cream

A frozen dessert made from dairy products, such as milk and cream, combined with flavors and sweeteners, often consumed as a treat or snack.

Normal Good

A type of good for which demand increases as the income of an individual increases.

Major League Baseball

A professional baseball organization comprising teams in the United States and Canada, noted for its significant cultural and economic impact on sports.

Substitutes

Goods, such as tacos and pizza, that relate in such a way that an increase in the price of one shifts the demand for the other rightward.