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Negotiators can succeed if they can predict when and how their adversary might deviate from a rational pattern during negotiations. imagine you are the vendor for a major company. the company wants a discount and is threatening to go to a competing firm. you emphasize that it would be a shame, since the company already invested millions with your firm. which cognitive bias are you using?

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mahima6824soni

The cognitive bias that is being used here is escalation of commitment.

What is escalation of commitment?

Escalation of commitment is a human behavior pattern in which an individual or group faces increasingly negative consequences as a result of a decision, action, or investment but does not change course.

The leading to the escalation of commitment is self-justification.

Thus, the cognitive bias that is being used here is escalation of commitment.

Learn more about escalation of commitment

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