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Cantey Cantey
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6 years ago
One of the major shortcomings in negotiation occurs when negotiators make an offer that is too generous and is immediately accepted by the counterparty. This negotiation trap is called:
A) the mixed-motive negotiator
B) the winner's curse
C) egocentrism
D) the confirmation bias
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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kenttodkenttod
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6 years ago
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Cantey Author
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6 years ago
Ty
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