Articles liés à Preferences in Negotiations: The Attachment Effect...

Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems) - Couverture souple

Gimpel, Henner

 
9783540722250: Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems)
Couverture souple
ISBN 10 : 3540722254 ISBN 13 : 9783540722250
Editeur : Springer, 2007

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Springer
Date d'édition
2007
Langue
anglais
ISBN 10 
3540722254
ISBN 13 
9783540722250
Reliure
Broché
Nombre de pages
288
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