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) overconfidence
D) the telling problem
E) the selling problem

Question

Quizplus · Accepted Answer

Escalating commitment occurs when people become so committed to their demands that they are hesitant to back down, even in the face of evidence that suggests they should. This can lead to a stubborn and inflexible approach to negotiation that could potentially harm both parties.

The Negotiating Pitfall of __________ Occurs When People Become Committed