224k views
4 votes
You strive to be rational when you negotiate, but you sometimes fall prey to bias. now you have to choose a new employee, but you’ve needed the help for a long time. there’s just no time to search. you choose a prospect from the preapproved list provided by human resources. which cognitive approach to negotiation has sidetracked you? A.Escalation of commitment

B.Belief in only fixed-sum outcomes
C.Anchoring in irrelevant information
D.Overreliance on readily available information

User NSF
by
3.9k points

1 Answer

3 votes
B belief in only fixed sum outcomes
User DeadlyJesus
by
3.5k points