Question: Connor has the ability to concede $2,000 in a negotiation. He decides to break up this concession into two concessions of $1,000 each because he

Connor has the ability to concede $2,000 in a negotiation. He decides to break up this concession into two concessions of $1,000 each because he thinks this would make his counterpart happier than one concession of $2,000. This is an example of:

Diminishing marginal utility of gains

Self-serving bias

Loss aversion

Status quo bias

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