Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems): 595 - Softcover

Gimpel, Henner

Softcover

ISBN 10: 3540722254 ISBN 13: 9783540722250

Verlag: Springer, 2007

Inhaltsangabe

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.

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Reseña del editor

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.

Details zur Ausgabe

• Verlag: Springer
• Erscheinungsdatum: 2007
• Sprache: Englisch
• ISBN 10: 3540722254
• ISBN 13: 9783540722250
• Einband: Tapa blanda
• Anzahl der Seiten: 288
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: CMN Printpool Inh. Mathis Neumann; https://www.also.com/ec/cms5/en_6000/6000/index.jsp; ; Friedrich-Karl-Str. 9; Hamburg; Deutschland