Preferences in negotiations : the attachment effect /

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Bibliographic Details
Author / Creator:Gimpel, Henner.
Imprint:Berlin ; New York : Springer, 2007.
Description:1 online resource (xiv, 268 p.) : ill.
Language:English
Series:Lecture notes in economics and mathematical systems ; 595
Lecture notes in economics and mathematical systems ; 595.
Subject:Negotiation in business.
Negotiation.
Preferences (Philosophy)
Negotiation.
Negotiation in business.
Preferences (Philosophy)
Electronic books.
Format: E-Resource Book
URL for this record:http://pi.lib.uchicago.edu/1001/cat/bib/8882302
Hidden Bibliographic Details
ISBN:9783540723387
3540723382
Notes:Includes bibliographical references (p. [245]-266).
Description based on print version record.
Summary: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 expectat.
Other form:Print version: Gimpel, Henner. Preferences in negotiations. Berlin ; New York : Springer, 2007 9783540722250 3540722254