Henner Gimpel

Preferences in Negotiations (eBook, PDF)

The Attachment Effect

• Format: PDF

Produktbeschreibung

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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Produktdetails

• Verlag: Springer Berlin Heidelberg
• Seitenzahl: 268
• Erscheinungstermin: 13. Juni 2007
• Englisch
• ISBN-13: 9783540723387
• Artikelnr.: 37372185

Autorenporträt

Henner Gimpel, University of Karlsruhe, Germany

Inhaltsangabe

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