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.

À propos de la quatrième de couverture

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.

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
268
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