Assuming that one's interests conflict directly with those of the other side without attempting to find points of initial agreement constitutes which error?
A) Reactive devaluation
B) The mythical fixed pie
C) Escalation of conflict
D) Self-serving bias
Correct Answer:
Verified
Q2: The fixed-pie assumption can lead two sides
Q3: An extreme offer made by one side:
A)Increases
Q4: Creating anchors that lead negotiators toward a
Q5: How did research show that the different
Q6: _ of conflict in negotiation can occur
Q7: When different parties to a social dilemma
Q8: When one's counterpart has a negative frame
Q9: What is characteristic of negotiator's definitions of
Q10: When a negotiator is "reactively devaluing" an
Q11: Focusing on one's own alternatives and objectives
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