Question: A negotiator spent 2 0 hours preparing for a negotiation, and she is currently 6 hours into it when she realizes that her strategy isn't

A negotiator spent

20

hours preparing for a negotiation, and she is currently

6

hours into it when she realizes that her strategy isn't working. Which of the following terms explains why she is more likely to continue the failing strategy as compared to a negotiator who spent

1

hour preparing for the negotiation and is currently

30

minutes into it

?

Fixed pie belief

Anchoring

Framing

Confirmation bias

Escalation of commitment

A negotiator spent 2 0 hours preparing for a

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