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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems 2007 edition
Henner Gimpel
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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems 2007 edition
Henner Gimpel
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.
268 pages, 34 black & white illustrations, 21 black & white tables, biography
| Mídia | Livros Paperback Book (Livro de capa flexível e brochura) |
| Lançado | 8 de junho de 2007 |
| ISBN13 | 9783540722250 |
| Editoras | Springer-Verlag Berlin and Heidelberg Gm |
| Páginas | 268 |
| Dimensões | 155 × 235 × 15 mm · 439 g |
| Idioma | English |
![Cover for Henner Gimpel · Negotiation, Auctions, and Market Engineering: International Seminar, Dagstuhl Castle, Germany, November 12-17, 2006, Revised Selected Papers - Lecture Notes in Business Information Processing (Paperback Book) [2008 edition] (2008)](https://imusic.b-cdn.net/images/item/original/539/9783540775539.jpg?henner-gimpel-2008-negotiation-auctions-and-market-engineering-international-seminar-dagstuhl-castle-germany-november-12-17-2006-revised-selected-papers-lecture-notes-in-business-information-processing-paperback-book&class=scaled&v=1509646017)