Preferences in Negotiations
| Author | : Henner Gimpel |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 279 |
| Release | : 2007-06-08 |
| ISBN-10 | : 9783540722250 |
| ISBN-13 | : 3540722254 |
| Rating | : 4/5 (254 Downloads) |
Book Synopsis Preferences in Negotiations by : Henner Gimpel
Download or read book Preferences in Negotiations written by Henner Gimpel and published by Springer Science & Business Media. This book was released on 2007-06-08 with total page 279 pages. Available in PDF, EPUB and Kindle. 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.