Preferences in Negotiations
Language: English
Published by Springer, 2007
- Softcover
- New
Seller: Majestic Books, Hounslow, United KingdomMajestic Books
AbeBooks seller since January 19, 2007
Condition: New
US$ 51.56
Quantity: 4 available
Add to basketItem description from seller
pp. 288 Illus.
Seller Inventory # 7546308
- Title
- Preferences in Negotiations
- Author
- Gimpel Henner
- Publisher
- Springer
- Publication year
- 2007
- Condition
- New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 3540722254
- ISBN 13
- 9783540722250
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.
"Synopsis" may belong to another edition of this title.
Majestic Books
Hounslow, United Kingdom
AbeBooks seller since January 19, 2007
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