The fixed-pie perception of negotiators makes them more likely to focus on ________.
A) determining pie-enlarging strategies
B) the competitive aspect of negotiations
C) reaching conciliatory agreements
D) engaging in premature concessions

Question

Quizplus · Accepted Answer

The fixed-pie perception assumes that there is a limited amount of resources to be divided between the parties, and as a result, negotiators are more likely to view negotiations as a competition for a fixed-size pie. This focus on competition makes negotiators more likely to adopt a distributive bargaining approach, which tends to involve more aggressive tactics and a higher likelihood of reaching impasses or seeking premature concessions.

The Fixed-Pie Perception of Negotiators Makes Them More Likely to Focus