One of the major shortcomings in negotiation occurs when negotiators make an offer that is too generous and is immediately accepted by the counterparty.This negotiation trap is called:

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The negotiation trap of making an offer that is too generous and immediately accepted by the counterparty is called the winner's curse. This occurs when the negotiator is overly eager to close the deal and fails to recognize the true value of what they are offering, resulting in leaving value on the table. This can lead to the counterparty feeling like they got a great deal at the negotiator's expense.

One of the Major Shortcomings in Negotiation Occurs When Negotiators