During a negotiation session Sam thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement?
A) Nonrational escalation of conflict
B) Overconfidence
C) Premature cultural comfort
D) The myth of the "fixed pie"
E) Trap of ethical misconduct

Question

Quizplus · Accepted Answer

The statement illustrates the myth of the "fixed pie" which assumes that there is a limited amount of resources to be distributed between parties and if one party gains more, the other party must lose something. This mindset can limit creative solutions and result in a win-lose outcome instead of a win-win outcome.

During a Negotiation Session Sam Thought, "This Doesn't Seem Right