Description
Springer Preferences In Negotiations The Attachment Effect by 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. This book presents a motivation, formalization, and substantiation of the attachment effect. The results can be used for prescriptive advice to negotiators._x000D_ _x000D_
Theories on Preferences.- Preferences in Negotiations.- Internet Experiment.- Laboratory Experiment.- Conclusions and Future Work._x000D_