The tendency in negotiations to stake out your position based on the assumption that in order to gain your way, something must be subtracted from the other party's way is known as

A) the myth of the fixed pie.
B) escalating commitment.
C) overconfidence.
D) the telling problem.
E) the selling problem.

Question

MARIA HAZEL DOLERA · Accepted Answer

Final Answer : A, Explanation :  The tendency described in the question is known as the myth of the fixed pie which assumes that there is a fixed amount of resources or benefits to be divided between both parties, and in order for one party to get more, the other party must give up something. This approach can lead to a lose-lose situation in negotiations.

Definitions

Learning Objectives

Learning Objectives

Related questions

The tendency in negotiations to stake out your position based on the assumption that in order to gain your way, something must be subtracted from the other party's way is known asA) the myth of the fixed pie.B) escalating commitment.C) overconfidence.D) the telling problem.E) the selling problem.

Definitions

Learning Objectives

Learning Objectives

Related questions