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Preferences in Negotiations : The Attachment Effect / by Henner Gimpel
(Lecture Notes in Economics and Mathematical Systems. ISSN:00758442 ; 595)
| データ種別 | 電子ブック |
|---|---|
| 著者標目 | *Gimpel, Henner author SpringerLink (Online service) |
| 出版者 | (Berlin, Heidelberg : Springer Berlin Heidelberg) |
| 出版年 | 2007 |
書誌詳細を非表示
| 巻次 | ISBN:9783540723387 |
|---|---|
| 大きさ | XIV, 268 p. 34 illus : online resource |
| 一般注記 | Theories on Preferences -- Preferences in Negotiations -- Internet Experiment -- Laboratory Experiment -- Conclusions and Future Work 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 HTTP:URL=http://dx.doi.org/10.1007/978-3-540-72338-7 |
| 件 名 | LCSH:Life sciences LCSH:Operations research LCSH:Decision making LCSH:Behavioral sciences LCSH:Applied mathematics LCSH:Engineering mathematics LCSH:Game theory LCSH:Microeconomics LCSH:Psychology FREE:Life Sciences FREE:Behavioral Sciences FREE:Microeconomics FREE:Applications of Mathematics FREE:Operation Research/Decision Theory FREE:Game Theory, Economics, Social and Behav. Sciences FREE:Psychology, general |
| 分 類 | LCC:QL750-795 DC23:591.5 |
| 書誌ID | OB00006823 |
| ISBN | 9783540723387 |