Suchen und Finden
Service
Preferences in Negotiations - The Attachment Effect
Henner Gimpel
Verlag Springer-Verlag, 2007
ISBN 9783540723387 , 279 Seiten
Format PDF, OL
Kopierschutz Wasserzeichen
Geräte
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.
Service
Shop