During a Negotiation Session Alain Thought, "This Doesn't Seem Right

question 8

Multiple Choice

During a negotiation session Alain thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement?

• A) non-rational escalation of conflict
• B) overconfidence
• C) premature cultural comfort
• D) the myth of the "fixed pie"
• E) trap of ethical misconduct

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Definitions:

Mental Processes

Internal, covert activities of our minds, such as thinking, feeling, and remembering.

Human Learning

The process through which individuals acquire new knowledge, skills, behaviors, attitudes, or values.

Punishment

A consequence that decreases the likelihood of a behavior being repeated, often used in the context of discipline or behavioral modification.

Reinforcer

Any stimulus that strengthens or increases the probability of a specific response or behavior by providing a consequence an individual finds rewarding.