Which of the following is more likely to result in negotiation deadlocks?
A) Over-confident expectations and a loss frame.
B) Over-confident expectations and a gain frame.
C) Realistic expectations and a loss frame.
D) Realistic expectations and a gain frame.

Question

Quizplus · Accepted Answer

Over-confident expectations combined with a loss frame (focusing on what could be lost in a negotiation) are more likely to result in deadlocks. This is because overconfidence can lead to unrealistic demands or concessions, and a loss frame can make parties more risk-averse, less willing to compromise, and more focused on preventing losses than on finding mutually beneficial solutions.

Which of the Following Is More Likely to Result in Negotiation