The irrational escalation of commitment is a cognitive bias that refers to
A. the perspective or point of view that people use when they gather information and solve problems.
B. the standard against which subsequent adjustments are measured during negotiation.
C. how easily information can be recalled and used to inform or evaluate a process of a decision.
D. a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.
Answer: D
You might also like to view...
The proxy is the solicitation sent to stockholders for the election of directors and for the approval of other corporation actions
Indicate whether the statement is true or false
Bradley is a media consultant for a statewide political campaign. His primary strategy is customizing messages for different segments of the population based on demographics and other relevant characteristics. Beyond that, he designs messages that he believes his target audience will be likely to share with those who are harder to reach. Which quality of new media does this best exemplify?
a. two-way b. novel c. technologically advanced d. individualized
Marsha Bogswell is the sole stockholder of Bogswell Legal Services. Which accounting principle requires Marsha to keep her personal financial information separate from the financial information of Bogswell Legal Services?
A. Expense recognition (Matching) principle. B. Measurement (Cost) principle. C. Business entity assumption. D. Monetary unit assumption. E. Going-concern assumption.
A hopeless objection is one that cannot be answered by the salesperson.
Answer the following statement true (T) or false (F)