The Myth of the "Fixed Pie" in Negotiations Refers to the _____

question 95

Multiple Choice

The myth of the "fixed pie" in negotiations refers to the _____.

• A) overconfidence of a party by ignoring the other party's needs
• B) assumption that in order for you to gain the other person must give something up
• C) error that occurs when parties don't really make themselves understood to each other
• D) error that occurs when parties fail to listen well enough to understand what each other is saying
• E) error that occurs when a negotiator is too quick to assume that he or she understands well the negotiator from a different culture

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Definitions:

Perceptual Mistake

An error in the way sensory information is interpreted or understood, often leading to incorrect judgments or assumptions.

Job Interview

A formal meeting in which a potential employer evaluates a job applicant's qualifications and fitness for a position.

Stimulus

Anything that provokes a response or reaction from an organism, system, or individual.

Standpoint

A perspective or point of view arising from personal experiences, social position, or cultural background.