___ Occurs When the Negotiator Becomes Committed to Previously Stated

Multiple Choice

___ occurs when the negotiator becomes committed to previously stated demands and allows needs for "ego" and "face saving" to increase the perceived importance of satisfying those demands.

A) Too much mediation
B) Falling prey to the myth of the "fixed pie"
C) Non-rational escalation of conflict
D) Overconfidence and ignoring others' needs
E) Too much "telling" and too little "hearing"