Preferences in Negotiations

Download or Read eBook Preferences in Negotiations PDF written by Henner Gimpel and published by Springer Science & Business Media. This book was released on 2007-06-13 with total page 279 pages. Available in PDF, EPUB and Kindle.

Author	: Henner Gimpel
Publisher	: Springer Science & Business Media
Total Pages	: 279
Release	: 2007-06-13
ISBN-10	: 9783540723387
ISBN-13	: 3540723382
Rating	: 4/5 (87 Downloads)

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Book Synopsis Preferences in Negotiations by : Henner Gimpel

Book excerpt: 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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The attachment effect can hinder effective negotiation. Parties are influenced by their subjective expectations formed on account of the exchange of offers, the