Question: Luckily, you are charismatic with just the right tolerance for risk taking. Which approach to negotiation might be best for you? Situational characteristics Individual differences

Luckily, you are charismatic with just the right tolerance for risk taking. Which approach to negotiation might be best for you?

Situational characteristics

Individual differences

Cognitive approach

Game theory

Choose the answer that best addresses the question posed.

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?

Escalation of commitment

Fixed

-

sum outcomes

Anchoring

Overreliance on readily available information

Luckily, you are charismatic with just the right tolerance for risk

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