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Choose the answer that best addresses the question posed. 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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ogorwyne

The cognitive bias that is being used here is what is referred to as the escalation of commitment.

The escalation of commitment happens when a firm despite the fact that they are losing money by following a particular line of action still continue to dedicate their resources, efforts and time to the venture.

Here it is very obvious what the company wants and even though they are not getting it, you still remind them it would be a shame because of the investments that they already have with you.

This shows that you still want them to invest even if things are not going their way.

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