Téléchargez le livre : Preferences in Negotiations

Preferences in Negotiations

The Attachment Effect de

Éditeur :

Springer


Collection :

Lecture Notes in Economics and Mathematical Systems

Paru le : 2007-06-13

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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.
Pages
268 pages
Collection
Lecture Notes in Economics and Mathematical Systems
Parution
2007-06-13
Marque
Springer
EAN papier
9783540722250
EAN PDF
9783540723387
Informations sur l'ebook
Nombre pages copiables
2
Nombre pages imprimables
26
Taille du fichier
2755 Ko
Prix
94,94 €

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