In negotiation,having your first offer immediately accepted by the counterparty is likely to lead to feelings of what might have been different,also known as_________?
A)linkage effects
B)counterfactual thinking
C)hindsight bias
D)gambler's fallacy

Question

Quizplus · Accepted Answer

Counterfactual thinking is the tendency to imagine alternative outcomes to events that have already occurred. If your first offer is immediately accepted, you may wonder if you should have asked for more or if the other party would have conceded to even more favorable terms. This is an example of counterfactual thinking. Linkage effects refer to the impact of one negotiation on another, hindsight bias is the tendency to believe that an outcome was foreseeable after the fact, and gambler's fallacy is the belief that past events can influence future outcomes of independent events, such as flipping a coin.

In Negotiation,having Your First Offer Immediately Accepted by the Counterparty