Author Question: Why is the human tendency to satisfice over the long run of a negotiation relationship detrimental? ... (Read 109 times)

jon_i · **on:** Jul 7, 2018

Why is the human tendency to satisfice over the long run of a negotiation relationship
detrimental?

A) The satisficing party settles for a mediocre option, or something less than they could
otherwise have.
B) The satisficing party's aspirations are too high and therefore they push too aggressively
during negotiation, creating a feeling of enmity with the other's party.
C) The tendency of a person to see what they want when appraising their performance leads
people to selectively seek information that confirms what they believe is true.
D) Satisficing creates a competitive negotiation which affects the potential for pie-expansion.

Question 2

A number of biases affect a negotiator's ability to negotiate effectively. One of these biases, the
confirmation bias, is best defined as:

A) setting high aspirations and attempting to achieve as much as possible
B) the tendency of people to see what they want to see when evaluating a situation for
themselves
C) being aware of one's own incompetence
D) settling for something less than what could have been achieved with better effort