Preferences in Negotiations: The Attachment Effect (2007) (Lecture Notes in Economics and Mathematical Systems #595)
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- Synopsis
- 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.
- Copyright:
- 2007
Book Details
- Book Quality:
- Publisher Quality
- ISBN-13:
- 9783540723387
- Related ISBNs:
- 9783540722250
- Publisher:
- Springer Berlin Heidelberg
- Date of Addition:
- 08/07/22
- Copyrighted By:
- N/A
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Science, Animals, Business and Finance, Psychology, Mathematics and Statistics
- Submitted By:
- Bookshare Staff
- Usage Restrictions:
- This is a copyrighted book.
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