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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems Henner Gimpel 2007 edition
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Preferences in Negotiations: The Attachment Effect - Lecture Notes in Economics and Mathematical Systems
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.
268 pages, 34 black & white illustrations, 21 black & white tables, biography
| Media | Books Paperback Book (Book with soft cover and glued back) |
| Released | June 8, 2007 |
| ISBN13 | 9783540722250 |
| Publishers | Springer-Verlag Berlin and Heidelberg Gm |
| Pages | 268 |
| Dimensions | 155 × 235 × 15 mm · 439 g |
| Language | English |
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