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Preferences in Negotiations Henner Gimpel

Preferences in Negotiations By Henner Gimpel

Preferences in Negotiations by Henner Gimpel


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Summary

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.

Preferences in Negotiations Summary

Preferences in Negotiations: The Attachment Effect by Henner Gimpel

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.

Table of Contents

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

Additional information

NLS9783540722250
9783540722250
B00BDK0I4E
Preferences in Negotiations: The Attachment Effect by Henner Gimpel
New
Paperback
Springer-Verlag Berlin and Heidelberg GmbH & Co. KG
2007-06-08
268
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
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