Preferences in Negotiations: The Attachment Effect - Henner Gimpel; | Foyles Bookstore
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Preferences in Negotiations: The Attachment Effect
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Preferences in Negotiations: The Attachment Effect (Paperback)

£105.50
Usually despatched within 3 weeks.

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. This book presents a motivation, formalization, and substantiation of the attachment effect. The results can be used for prescriptive advice to negotiators.

BusinessBusiness & managementManagement & management techniquesBusinessBusiness & managementOperational researchBusinessEconomicsMicroeconomicsPhilosophy, Psychology & Social SciencesPsychologyScience & MathematicsBiology, life sciencesZoology & animal sciencesAnimal behaviourScience & MathematicsMathematicsApplied mathematics Publisher: Springer-Verlag Berlin and Heidelberg GmbH & Co. KG Publication Date: 08/06/2007 ISBN-13: 9783540722250  Details: Type: Paperback Format: Books
Availability: Usually despatched within 3 weeks. Add to Basket

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