During a negotiation session Alain thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement? A) non-rational escalation of conflict B) overconfidence C) premature cultural comfort D) the myth of the "fixed pie" E) trap of ethical misconduct

Question

Quizplus · Accepted Answer

Alain's thought process reflects the "myth of the fixed pie," which is the assumption that one party's gain in a negotiation is inherently at the expense of the other, suggesting a fixed amount of resources or benefits to be divided.

During a Negotiation Session Alain Thought, "This Doesn't Seem Right