Brian is engaging in negotiations with the other department managers for resource allocations for the next fiscal year. Brian is very confident that he will get exactly what he needs for his department in this negotiation, but his boss thought he was overestimating his probability of success. Which of the below situations most likely happened?
A) Brian will get less than what he was negotiating for
B) Brian will get what he was negotiating for
C) Brian will get more than what he was negotiating for
D) Brian is more likely to enter an interpersonal conflict over values with the other managers

Question

Quizplus · Accepted Answer

A) Overconfidence in negotiation ability results in fewer conflicts reaching a resolution and less successful outcomes if the conflict is resolved. Since Brian is so confident he will get what he wants; his subjective frame of success is likely to result in just the opposite.

Brian Is Engaging in Negotiations with the Other Department Managers