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:

Agency Policy

A principle or rule adopted by an organization or government entity to guide decisions and achieve rational outcomes.

Administrative Agency

A government body responsible for implementing legislation, enforcing laws, and regulating activities within its jurisdiction.

Congress

The national legislative body of the United States, consisting of the Senate and the House of Representatives.

Funding

Funding refers to the financial resources provided for a specific purpose, such as running a project, a business venture, or a research initiative.