Wonder Club world wonders pyramid logo
×

Preferences in Negotiations: The Attachment Effect Book

Preferences in Negotiations: The Attachment Effect
Preferences in Negotiations: The Attachment Effect, , Preferences in Negotiations: The Attachment Effect has a rating of 3.5 stars
   2 Ratings
X
Preferences in Negotiations: The Attachment Effect, , Preferences in Negotiations: The Attachment Effect
3.5 out of 5 stars based on 2 reviews
5
0 %
4
50 %
3
50 %
2
0 %
1
0 %
Digital Copy
PDF format
1 available   for $99.99
Original Magazine
Physical Format

Sold Out

  • Preferences in Negotiations: The Attachment Effect
  • Written by author Henner Gimpel
  • Published by Springer-Verlag New York, LLC, July 2007
  • 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, e
Buy Digital  USD$99.99

WonderClub View Cart Button

WonderClub Add to Inventory Button
WonderClub Add to Wishlist Button
WonderClub Add to Collection Button

Book Categories

Authors

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.


Login

  |  

Complaints

  |  

Blog

  |  

Games

  |  

Digital Media

  |  

Souls

  |  

Obituary

  |  

Contact Us

  |  

FAQ

CAN'T FIND WHAT YOU'RE LOOKING FOR? CLICK HERE!!!

X
WonderClub Home

This item is in your Wish List

Preferences in Negotiations: The Attachment Effect, , Preferences in Negotiations: The Attachment Effect

X
WonderClub Home

This item is in your Collection

Preferences in Negotiations: The Attachment Effect, , Preferences in Negotiations: The Attachment Effect

Preferences in Negotiations: The Attachment Effect

X
WonderClub Home

This Item is in Your Inventory

Preferences in Negotiations: The Attachment Effect, , Preferences in Negotiations: The Attachment Effect

Preferences in Negotiations: The Attachment Effect

WonderClub Home

You must be logged in to review the products

E-mail address:

Password: