__________ is the tendency in negotiations to stake out your position based on the assumption that in order to gain your way,something must be subtracted from the other party's way.
A)The myth of the fixed pie
B)Escalating commitment
C)Overconfidence
D)The telling problem
E)The selling problem

Question

Quizplus · Accepted Answer

The myth of the fixed pie is the belief that the negotiation involves a fixed amount of resources or benefits that must be divided between the parties. This leads to a win-lose approach, where one party's gain is seen as the other party's loss. As a result, negotiators tend to stake out their position and try to subtract concessions from the other party's position, rather than focusing on expanding the available options for mutual gain.

__________ Is the Tendency in Negotiations to Stake Out Your