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

Gimpel, Henner

 
9783540722250: Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems) (Lecture Notes in Economics and Mathematical Systems, 595, Band 595)
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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Verlag
Springer
Erscheinungsdatum
2007
Sprache
Englisch
ISBN 10 
3540722254
ISBN 13 
9783540722250
Einband
Taschenbuch
Anzahl der Seiten
288
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