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

Gimpel, Henner

Brossura

ISBN 10: 3540722254 ISBN 13: 9783540722250

Casa editrice: Springer, 2007

Riassunto

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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Contenuti

Theories on Preferences.- Preferences in Negotiations.- Internet Experiment.- Laboratory Experiment.- Conclusions and Future Work.

Product Description

Preferences In Negotiations: The Attachment Effect by Gimpel,H., 9783540722250, Springer, 2007, Paperback

Dettagli dell'edizione

• Editore: Springer
• Data di pubblicazione: 2007
• Lingua: Inglese
• ISBN 10: 3540722254
• ISBN 13: 9783540722250
• Rilegatura: Copertina flessibile
• Numero di pagine: 288
• Contatto del produttore: non disponibile
• Persona responsabile: CMN Printpool Inh. Mathis Neumann; https://www.also.com/ec/cms5/en_6000/6000/index.jsp; ; Friedrich-Karl-Str. 9; Hamburg; Germania