Construct · 1 fields · 1 citations

fixed-pie perception: a standalone construct

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Negotiation research

negotiators' assumption that the other side's interests are directly opposed to their own, which hides agreements that would benefit both.

In negotiation research, fixed-pie perception refers to negotiators' assumption that the other side's interests are directly opposed to their own, which hides agreements that would benefit both. This meaning comes from Thompson (1990) in Organizational Behavior and Human Decision Processes.[1]

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Nearby constructs

perception3 fields · 4 citationsjingle · one word, three constructs

References

Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47(1), 98-123. https://doi.org/10.1016/0749-5978(90)90048-e

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