The myth of the "fixed pie" in negotiations refers to the _____.
A) overconfidence of a party by ignoring the other party's needs
B) assumption that in order for you to gain the other person must give something up
C) error that occurs when parties don't really make themselves understood to each other
D) error that occurs when parties fail to listen well enough to understand what each other is saying
E) error that occurs when a negotiator is too quick to assume that he or she understands well the negotiator from a different culture

Question

Quizplus · Accepted Answer

The myth of the fixed pie in negotiations refers to the assumption that in order for one party to gain something, the other party must give something up. This assumption is flawed because it assumes that the pie (resources or value being negotiated) is fixed and cannot be expanded or changed to create a win-win outcome for both parties.

The Myth of the "Fixed Pie" in Negotiations Refers to the _____