Non-rational escalation of conflict occurs when the negotiator becomes committed to previously stated demands and allows needs for "ego" and "face saving" to increase the perceived importance of satisfying those demands.

Question

Quizplus · Accepted Answer

Non-rational escalation of conflict is a real phenomenon often observed in negotiations where negotiators become committed to previously stated demands and allow their egos and the need for face-saving to increase the perceived importance of satisfying those demands, leading to escalation of the conflict.

Non-Rational Escalation of Conflict Occurs When the Negotiator Becomes Committed