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
Correct Answer:
Verified
Correct Answer:
Verified
Q20: Considering the variety of creative techniques for
Q21: Different cognitive biases can threaten a negotiator's
Q22: A negotiator's personal,cause and effect theory about
Q23: Negotiators who ascribe to the _ believe
Q24: Why do business negotiations often avoid or
Q25: People's ability to solve problems in new
Q26: Considering the variety of creative techniques for
Q27: Negotiators' faulty judgments of people can often
Q29: What is a mental model of negotiation?
Q30: Of the different threats to effective problem