What vicious cycle occurs when negotiators are affected

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What vicious cycle occurs when negotiators are affected by the self-reinforcing incompetence bias? People are unaware of their own incompetence, and this lack of skill deprives negotiators of both the ability and the expertise to know they are not producing correct responses. Negotiators get stuck in a cycle of settling for something less that they could have otherwise negotiated and then feeling animosity towards the other negotiating party. Negotiators are so self-focused that they are unable to empathize with the other party's interests or goals. Negotiators focus on the values that are personally important to them but neglect to investigate the values that are unimportant to them, thus limiting their decision-making abilities.

Reference no: EM133673061

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