Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?
A) Irrational escalation of commitment
B) Mythical fixed-pie beliefs
C) Anchoring and adjustment
D) Availability of information
E) Overconfidence

Question

Quizplus · Accepted Answer

Overconfidence bias can lead negotiators to discount the worth or validity of the judgment of others. This bias leads negotiators to be overly confident in their own opinions and to underestimate the opinions of others, which can interfere with effective decision-making and may prevent negotiators from reaching mutually satisfying agreements.

Which of the Following Cognitive Biases Can Lead Negotiators to Discount