What is meant by counterfactual thinking in negotiation?
A)A negotiator who focuses intensely on what outcome he or she wants
B)A negotiator who thinks about what might have been but did not occur
C)A negotiator who plays the devil's advocate with the other party
D)A negotiator who considers whether the other party will follow through on the terms of their agreement

Question

Quizplus · Accepted Answer

Counterfactual thinking in negotiation refers to the process of considering alternative outcomes that could have happened but did not occur. This involves imagining what might have happened if certain decisions or actions had been different. By engaging in counterfactual thinking, negotiators can better understand the factors that led to the current outcome and may be able to find ways to improve the agreement.

What Is Meant by Counterfactual Thinking in Negotiation