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Preferences In Negotiations The Attachment Effect Lecture Notes In Economics And Mathematical Systems 1st Edition Henner Gimpel

  • SKU: BELL-2164510
Preferences In Negotiations The Attachment Effect Lecture Notes In Economics And Mathematical Systems 1st Edition Henner Gimpel
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Preferences In Negotiations The Attachment Effect Lecture Notes In Economics And Mathematical Systems 1st Edition Henner Gimpel instant download after payment.

Publisher: Springer
File Extension: PDF
File size: 2.91 MB
Pages: 279
Author: Henner Gimpel
ISBN: 3540722254, 9783540722250
Language: English
Year: 2007
Edition: 1

Product desciption

Preferences In Negotiations The Attachment Effect Lecture Notes In Economics And Mathematical Systems 1st Edition Henner Gimpel by Henner Gimpel 3540722254, 9783540722250 instant download after payment.

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.

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