Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems)

New
Paperback
2007
$112.41

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.

Synopsis

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.

$112.41

Quantity

10 in stock

More Information

Format: Paperback
Pages: 282
Edition: illustrated edition
Publisher: Springer
Published: 08 Jun 2007
ISBN 10: 3540722254
ISBN 13: 9783540722250

Preferences in Negotiations: The Attachment Effect (Lecture Notes in Economics and Mathematical Systems)

New

$112.41

Synopsis

$112.41

More Information