In negotiation,people often have faulty perceptions.The fixed-pie perception refers to:

Question

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The fixed-pie perception refers to the belief that the counterparty's interests are directly opposed to one's own interests, making negotiation a competition to claim the most value from a fixed amount. This is a faulty perception because it assumes that both parties cannot benefit from the negotiation and can lead to zero-sum thinking and hard bargaining.

In Negotiation,people Often Have Faulty Perceptions