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) invoking the collective
D) the telling problem
E) the selling problem

Question

Quizplus · Accepted Answer

The myth of the fixed pie refers to the common negotiation mistake of assuming that the negotiation is a zero-sum game, where one party's gain is necessarily the other party's loss. This perspective limits the potential for finding mutually beneficial solutions or compromises.

The Tendency in Negotiations to Stake Out Your Position Based