The negotiation pitfall of __________ occurs when negotiators believe that their positions are the only correct ones.
A)the myth of the fixed pie
B)escalating commitment
C)overconfidence
D)the telling problem
E)the selling problem

Question

Quizplus · Accepted Answer

When negotiators believe that their positions are the only correct ones, it leads to overconfidence, which can be a negotiation pitfall. This can lead to ignoring or dismissing the other party's ideas, which can hinder the negotiation process.

The Negotiation Pitfall of __________ Occurs When Negotiators Believe That