The negotiating pitfall of __________ occurs when people become committed to their demands and are reluctant to back down once the demands have been stated.
A) the myth of the fixed pie
B) escalating commitment
C) invoking the collective
D) foreshadowing
E) the Johari window

Question

Quizplus · Accepted Answer

Escalating commitment refers to the phenomenon where individuals continue to invest in a decision or a course of action even when it is not yielding favorable outcomes, often because they have already invested significant resources (time, money, effort) and do not want to appear inconsistent or admit failure. In the context of negotiations, this pitfall occurs when negotiators become overly committed to their initial demands or positions, making it difficult for them to back down or compromise, even when it might be in their best interest to do so.

The Negotiating Pitfall of __________ Occurs When People Become Committed