One psychological bias that can lead to faulty judgments in negotiation is the ______ ,which refers to the fact that most people think others agree with them more than is actually the case.
A)even-split ploy
B)false consensus effect
C)hindsight bias
D)illusory correlation

Question

Quizplus · Accepted Answer

The false consensus effect is a psychological bias where negotiators tend to overestimate the extent to which others share their beliefs, attitudes, and views. It can lead negotiators to make faulty judgments about what the other party wants or needs, which can impair the negotiation process. The even-split ploy, hindsight bias, and illusory correlation are not related to this type of bias in negotiation.

One Psychological Bias That Can Lead to Faulty Judgments in Negotiation