Preferences in Negotiations
The Attachment Effect
(Sprache: Englisch)
The attachment effect can hinder effective negotiation. Parties are influenced by their subjective expectations formed on account of the exchange of offers, they form reference points, and loss aversion potentially leads to a change of preferences when...
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The attachment effect can hinder effective negotiation. Parties are influenced by their subjective expectations formed on account of the exchange of offers, they form reference points, and loss aversion potentially leads to a change of preferences when expectations change. This book presents a motivation, formalization, and substantiation of the attachment effect. The results can be used for prescriptive advice to negotiators.
Inhaltsverzeichnis zu „Preferences in Negotiations “
- Theories on Preferences- Preferences in Negotiations
- Internet Experiment
- Laboratory Experiment
- Conclusions and Future Work
Bibliographische Angaben
- Autor: Henner Gimpel
- 2007, 288 Seiten, Maße: 15,5 x 23,5 cm, Kartoniert (TB), Englisch
- Verlag: Springer Berlin Heidelberg
- ISBN-10: 3540722254
- ISBN-13: 9783540722250
- Erscheinungsdatum: 08.06.2007
Sprache:
Englisch
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