Untertitel:: Lecture Notes in Economics and Mathematical Systems
Verlag:: Springer Berlin
Erschienen:: 13.06.2007
Seitenanzahl:: 268
ISBN:: 3540723382
EAN:: 9783540723387
Format:: eBook
Schutz:: Dig. Wass.
Downloadzeit:: Maximaler Downloadzeitraum: 24 Monate

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Preferences in Negotiations

Henner Gimpel

<P>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.</P>