Integrative models of negotiation would be difficult if negotiators ________.
A) have a consistent hindsight bias
B) have a fixed-pie perception
C) use bridging strategies
D) use a cost cutting technique

Question

Quizplus · Accepted Answer

Integrative models of negotiation require negotiators to be open to the possibility of expanding the pie and finding mutually beneficial solutions. A fixed-pie perception, where negotiators believe there is only a limited amount of resources to be divided, goes against this approach and makes it challenging to find integrative solutions. The other options (A, C, D) do not necessarily hinder integrative negotiation models.

Integrative Models of Negotiation Would Be Difficult If Negotiators ________