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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
You strive to be rational when you negotiate, but you sometimes fall prey to bias. Now you have to choose a new employee, but youve needed the help for a long time. Theres 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?
Fixedsum outcomes
Anchoring
Overreliance on readily available information
Escalation of commitment
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