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?

Anchoring

Escalation of commitment

Fixed$-$sum outcomes

Overreliance on readily available information