The fixed-pie perception is a cognitive bias in which negotiators believe that:
A)one's BATNA can never improve
B)the counterparty's BATNA is more attractive than it actually is
C)the counterparty's interests are directly opposed to one's own
D)creativity will not yield a better outcome in a negotiation

Question

Quizplus · Accepted Answer

The fixed-pie perception refers to the mistaken belief that what one side gains, the other side loses. It assumes that the negotiations are a zero-sum game, in which the interests of one party are completely opposed to the interests of the other party. This assumption can lead negotiators to adopt a competitive and confrontational stance, which can make it difficult to reach mutually beneficial outcomes. Therefore, C is the best choice as it directly reflects the fixed-pie perception.

The Fixed-Pie Perception Is a Cognitive Bias in Which Negotiators