What bias accounts for the tendency of negotiators to think that integrative agreements are obvious after the fact,but fail to see them when encountering a novel negotiation?
A)The hindsight bias
B)Functional fixedness
C)The set effect
D)Negative transfer

Question

Quizplus · Accepted Answer

The hindsight bias refers to the tendency to believe, after an event has occurred, that one would have predicted or expected the outcome, even if one did not actually make such a prediction or expectation beforehand. In the context of negotiations, negotiators may fall prey to the hindsight bias by believing that integrative agreements were obvious in hindsight, even though they did not recognize them as such during the actual negotiation.

What Bias Accounts for the Tendency of Negotiators to Think