The Negotiating Pitfall of __________ Occurs When People Become Committed

question 19

Multiple Choice

The negotiating pitfall of __________ occurs when people become committed to their demands and are reluctant to back down once the demands have been stated.

• A) the myth of the fixed pie
• B) escalating commitment
• C) invoking the collective
• D) foreshadowing
• E) the Johari window

---

Definitions:

Psychoanalysis

A therapeutic method and theory of psychotherapy, developed by Sigmund Freud, that aims to explore the unconscious mind to treat psychopathology.

Psychogenic Perspective

A viewpoint in psychology that emphasizes the psychological origins of disorders, as opposed to their physical or biological aspects.

Bernheim and Lièbault

Two prominent figures in the history of hypnotism and psychotherapy, known for their work on suggestibility and hypnosis in the late 19th century.

Using Hypnosis

The practice of inducing a trance-like state to increase suggestibility and facilitate therapeutic interventions.