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?


Fixed-sum outcomes

Overreliance on readily available information

Escalation of commitment