Negotiators who focus on their target points do better in terms of slicing the pie but these negotiators do not feel as satisfied as negotiators who focus on their reservation point or BATNA.This is known as the ________.
A) goal-setting paradox
B) chilling effect
C) winner's curse
D) minimal group paradigm

Question

Quizplus · Accepted Answer

The term "goal-setting paradox" refers to the phenomenon where negotiators who concentrate on their target points (desired outcomes) often achieve better results in negotiations (slicing the pie) but tend to feel less satisfied compared to those who focus on their reservation point or Best Alternative to a Negotiated Agreement (BATNA). This paradox highlights the complex relationship between goal setting, negotiation outcomes, and satisfaction levels.

Negotiators Who Focus on Their Target Points Do Better in Terms