Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive or competitive than they really are.

Name: Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive or competitive than they really are.
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Question

Quizplus · Accepted Answer

Negotiators often fall into the "fixed-pie" perception, assuming that the interests of the parties are completely opposed, leading to a bias towards viewing situations as more competitive than they may actually be.

Negotiator Perceptions of Situations Tend to Be Biased Toward Seeing