Preferences in Negotiations: The Attachment Effect by Henner Gimpel (English) Pa

Description: Preferences in Negotiations by Henner Gimpel Negotiations are ubiquitous and of great importance in business, politics, and private life, yet negotiators often act irrationally and fail to reach beneficial agreements. This book presents a motivation, formalization, and substantiation of the attachment effect so that results can be used for prescriptive advice to negotiators. FORMAT Paperback LANGUAGE English CONDITION Brand New Publisher Description 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. Table of Contents Theories on Preferences.- Preferences in Negotiations.- Internet Experiment.- Laboratory Experiment.- Conclusions and Future Work. Long Description 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. Feature Includes supplementary material: sn.pub/extras Details ISBN3540722254 Author Henner Gimpel Short Title PREFERENCES IN NEGOTIATIONS Pages 268 Language English ISBN-10 3540722254 ISBN-13 9783540722250 Media Book Format Paperback Series Number 595 Year 2007 Imprint Springer-Verlag Berlin and Heidelberg GmbH & Co. K Subtitle The Attachment Effect Place of Publication Berlin Country of Publication Germany DEWEY 658.4 Edition 2007th DOI 10.1604/9783540722250;10.1007/978-3-540-72338-7 Publisher Springer-Verlag Berlin and Heidelberg GmbH & Co. KG Edition Description 2007 ed. Series Lecture Notes in Economics and Mathematical Systems Publication Date 2007-06-08 Audience Professional & Vocational Illustrations 34 Illustrations, black and white; XIV, 268 p. 34 illus. We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:137592568;

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