When negotiators believe that their positions are the only correct ones, the negotiation pitfall of ____________ occurs.

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

Negotiation Pitfall

Refers to common mistakes or traps that can undermine the effectiveness of a negotiation process, leading to less favorable outcomes.

Overconfidence

Excessive confidence in one's own judgment, ability, or the correctness of one’s beliefs, often without adequate reason.