The Traditional "Fixed-Pie" Approach Where Negotiators See the Situation as a Pie

question 26

Short Answer

The traditional "fixed-pie" approach where negotiators see the situation as a pie that has to be divided between them is the ______________ negotiation strategy.

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Definitions:

Free Will

The concept that human beings have the ability to make choices that are not predetermined by external circumstances or internal conditions.

Involuntary Reaction

A response to a stimulus that occurs automatically without conscious intent or control.

Unrelated Stimulus

A stimulus that has no connection or relevance to the task at hand or to another specified stimulus.

Reinforcement

A concept in behaviorism that increases the likelihood of a behavior being repeated through positive or negative stimuli.