The promise and peril of self-affirmation in de-escalation of commitment

Sivanathan, Niro; Molden, Daniel C.; Galinsky, Adam D.; Ku, Gillian

doi:10.1016/j.obhdp.2007.12.004

Cited by 123Decision-Making and Behavioral EconomicsSocial and Intergroup PsychologyDeath Anxiety and Social Exclusion

The promise and peril of self-affirmation in de-escalation of commitment

Sivanathan, Niro, Molden, Daniel C., Galinsky, Adam D., Ku, Gillian·2008·Organizational Behavior and Human Decision Processes

DOI 10.1016/j.obhdp.2007.12.004

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In negotiation, affirmation can lessen the escalation of commitment often observed as partisans' identity becomes bound to the positions they advocate.
“In negotiation, affirmation can lessen the escalation of commitment often observed as partisans' identity becomes bound to the positions they advocate”
From The Psychology of Change: Self-Affirmation and Social Psychological Intervention (2014) · cites this paper as Sivanathan et al. 2008

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Authors: Sivanathan, N., Molden, D. C., Galinsky, A. D., & Ku, G.
Affiliations: London Business School (GB)
Northwestern University (US)
Corresponding author: Sivanathan, Niro
ORCID: Sivanathan, Niro
Molden, Daniel C.
Galinsky, Adam D.
Ku, Gillian
Venue: Organizational Behavior and Human Decision Processes
Publisher: Elsevier BV
Published: 2008-09
Volume: 107
Issue: 1
Pages: 1-14
ISSN: 0749-5978 (ISSN-L)
DOI: 10.1016/j.obhdp.2007.12.004
OpenAlex: W2022219502
Cited by: 123
References: 74
Citations by year: 2026: 1 · 2025: 3 · 2024: 4 · 2023: 7 · 2022: 7 · 2021: 6 · 2020: 7 · 2019: 10 · 2018: 7 · 2017: 8 · 2016: 12 · 2015: 5 · 2014: 15 · 2013: 7 · 2012: 8
FWCI: 3.25
Type: journal article
Language: en
Open access: closed
Licence: www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations: Organizational Behavior and Human Decision Processes (publishedVersion)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
Keywords: self-affirmation, escalation of commitment, self-esteem, self-justification, motivated cognition, commitment decisions

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