When negotiators believe that their positions are the only correct ones, the negotiation pitfall of ____________ occurs.
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, they tend to become overconfident in their own abilities to negotiate, leading to the negotiation pitfall of overconfidence. This can cause them to underestimate their opponent's perspective and to overlook potential solutions that could benefit both parties.

When Negotiators Believe That Their Positions Are the Only Correct