The ________ occurs when negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest,even when such acceptance might create viable options for joint gain.
A) confirmation bias
B) primacy effect
C) agreement bias
D) ingroup bias

Question

Quizplus · Accepted Answer

Agreement bias is the tendency of negotiators to focus on reaching a common ground and being reluctant to accept differences of interest even when such differences might create viable options for a joint gain. It often leads negotiators to overlook and ignore creative solutions that could maximize value for both parties.

The ________ Occurs When Negotiators Focus on Reaching Common Ground