Which of the following is true for a purely fixed-sum negotiation?
An equal spilt between both parties is not possible.
Both parties' outcomes can be improved simultaneously.
C. The settlement cannot lie on the Pareto-optimal frontier.
D. One party's gain is the other party's loss.
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According to the fixed-pie perception, ________.
A. a negotiator believes that he must get what the other party is not willing to part with
B. a negotiator believes that the other party has the same interests as his own
C. a negotiator believes that the other party has interests contrary to his own
D. a negotiator believes that the other party has interests that overlap with his own
The belief that the other party has interests diametrically opposite to the party's own interests is explained by the term ________.
A. premature concession
Boulwarism
C. positional bargaining
D. fixed-pie perception
________ refers to agreeing on issues before being asked by the other party.
A. Fixed-pie perception
B. Logrolling
C. Unbundling
D. Premature concession
________ occurs when people believe that their interests are incompatible with the other party's interests when, in fact, they are not.
A. False optimism
B. Illusory conflict
C. Premature concession
D. The illusion of transparency
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