Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems #595)
by Henner Gimpel
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BookPal × TalezoPreferences in Negotiations
Negotiations are ubiquitous in business, politics, and private life. In many cases their outcome is of great importance. Yet, negotiators frequently act irrationally and fail to reach mutually beneficial agreements. Cognitive biases like overconfidence, egocentrism, and the mythical fixed pie illusion oftentimes foreclose profitable results. A further cognitive bias is the attachment effect: 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. Thereby, preferences and behavior are approached from a microeconomic and a psychological perspective. Two experiments show clear evidence for a systematic bias. The results can be used for prescriptive advice to negotiators: either for debiasing or to systematically affect the counterparty.
The book, Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems #595) [Bulk, Wholesale, Quantity] ISBN#9783540722250 in Paperback by Henner Gimpel may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.
Details
- Publisher
- Springer Berlin Heidelberg
- Author
- Henner Gimpel
- Format
- Paperback
- Published
- Jun 8, 2007
- ISBN-13
- 9783540722250
- Pages
- 268
Preferences in Negotiations in bulk: pricing
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| Copies | Price per copy | You save |
|---|---|---|
| 25 – 49 | $96.79 | 12% off list |
| 50 – 99 | $95.69 | 13% off list |
| 100+ | $94.59 | 14% off list |
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