Consider two sides negotiating over how to split a surplus. It is more likely that they will arrive at a mutually agreeable outcome if the two sides:
A) Are realistic and adopt a gain frame.
B) Are over-confident and adopt a gain frame.
C) Are realistic and adopt a loss frame.
D) Are over-confident and adopt a loss frame.

Question

Quizplus · Accepted Answer

Adopting a gain frame and being realistic can lead to more positive negotiations because both parties are focused on the benefits of an agreement and have reasonable expectations, making a mutually agreeable outcome more likely.

Consider Two Sides Negotiating Over How to Split a Surplus