When negotiators believe that their positions are the only correct ones, the negotiation pitfall of __________ occurs.
A) invoking the collective
B) escalating commitment
C) overconfidence
D) foreshadowing
E) incongruency

Question

Quizplus · Accepted Answer

Overconfidence in negotiations leads to the belief that one's own position is the only correct one, which can hinder reaching a mutually beneficial agreement.

When Negotiators Believe That Their Positions Are the Only Correct