You are involved in a negotiation and you observe that the negotiations are quickly deteriorating and still the negotiators continue their course of action.Which of the following terms best describes this behavior of the negotiators?

Question

Quizplus · Accepted Answer

The behavior of continuing the course of action despite deteriorating negotiations is characteristic of the escalation of commitment bias. This bias refers to the tendency for individuals to continue with a course of action even when it is no longer serving their best interests or is likely to lead to negative outcomes. This can happen as a result of sunk costs or a desire to maintain consistency with prior decisions.

You Are Involved in a Negotiation and You Observe That