Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems - Henner Gimpel - Books - Springer-Verlag Berlin and Heidelberg Gm - 9783540722250 - June 8, 2007
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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems 2007 edition

Henner Gimpel

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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems 2007 edition

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.

268 pages, 34 black & white illustrations, 21 black & white tables, biography

Media Books     Paperback Book   (Book with soft cover and glued back)
Released June 8, 2007
ISBN13 9783540722250
Publishers Springer-Verlag Berlin and Heidelberg Gm
Pages 268
Dimensions 155 × 235 × 15 mm   ·   439 g
Language English  
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