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Request assistance on what i can do to have a nonrational escalation of commitment. what is the best communication technique that i can discuss that can be lead to the following questions: T
The first question is by identifying the possible original decisions, the person(s) who could make it, and the person(s) who may escalate the commitment to that decision.

Seconod question is by the circumstances that led to the commitment being escalated and when did i think the nonrational escalation of commitment may occur? Last, how can I explain why the escalation is nonrational and impact of this escalation of commitment.

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Solution Summary

Self justification is major reason that leads individuals to escalate commitment. When individuals feel responsible for a previous decision due to self justification, they are likely to escalate commitment.

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Why escalation of commitment occurs:

"perceptual biases: filter information; attending more to information which is
consistent with initial decision

judgmental biases: loss of initial investment (sunk cost) will bias one to continue
commitment

external image management (KYAC): selectively provide information in support
of initial decision and seek to appear consistent

competitive irrationality: two parties engage in an activity that is clearly
irrational in terms of outcomes to both sides; yet it is hard to specify irrational actions by each party"

Reference: http://www.bauer.uh.edu/drude/4310.NOTES.part2.s05.doc

Self justification is major reason that leads individuals to escalate commitment. When individuals feel responsible for a previous decision due to self justification, they are likely to escalate commitment. This ...

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Sandeep Bardia, MBA
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  • MBA, Rochester Institute of Technology
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