ENGLISH

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

By Henner Gimpel

Book information

Publisher
Springer
Year
2007
ISBN
3540722254, 9783540722250, 9783540723387
Open Library ID
OL16678152M
Language
english
Format
PDF
Filesize
3 MB (3052542 bytes)
Edition
1
Pages
279\279
Time added
2011-08-31 04:54:40

Description

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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