BEHAVIORAL-ECONOMICS5 MIN READ
Talk past sunk cost
Use future-focused criteria to challenge sunk-cost escalation without shaming the sponsor.
Ravi R Executive sponsor 1 Respect 2 Rebase 3 Criteria Escalation moment 20 sec Steering committee Ravi is defending a migration that has consumed money, time, and credibility. If you attack the past spend, Ravi will defend the past decision instead of evaluating the future bet. $180k over budget 6 mo late
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