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

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