chapter two

Question 1

the fixed pie perception

Answer 1

it is commonly assumed that concessions are necessary by one or both parties to reach an agreement. The fixed-pie perception is almost always wrong and often leads to an ineffective approach to negotiations.

Question 2

mixed motive decision making

Answer 2

A more accurate model of negotiation is to approach it as mixed-motive decision-making enterprise involving both cooperation and competition

Question 3

under aspiring negotiator (the winners curse)

Answer 3

a negotiator makes an offer or requests something that is immediately accepted by the opponent

Question 4

overaspiring negotiator

Answer 4

seeks more value in the negotiation that
the other party is willing to concede-risks appearing alienating for the other party

Question 5

the grass is greener negotiator

Answer 5

the tendency to devalue an
option previously considered to be attractive as a consequence of it
being offered by the counter-party.

Question 6

strategic risk

Answer 6

refers to the riskiness of the tactics that
negotiators use at the bargaining table.

Question 7

batna risk

Answer 7

iven BATNAs of equal expected value, the
more risk-averse negotiator will be in a weaker bargaining position.

Question 8

contractual risk

Answer 8

refers to the risk associated with the
willingness of the other party to honor its terms.

Question 9

the overconfidence effect

Answer 9

refers to a negotiator’s unjustified level of confidence in
the judgment of their abilities and the likelihood of positive
events.
This effect also causes people to underestimate the
likelihood of negative events. When we find ourselves highly confident of a particular
outcome, it is important to examine why we feel this way.