Preferences in Negotiations The Attachment Effect /

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 illusi...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Gimpel, Henner (Autor)
Autor Corporativo: SpringerLink (Online service)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Berlin, Heidelberg : Springer Berlin Heidelberg : Imprint: Springer, 2007.
Edición:1st ed. 2007.
Colección:Lecture Notes in Economics and Mathematical Systems, 595
Temas:
Psychobiology.
Human behavior.
Microeconomics.
Mathematics.
Operations research.
Game theory.
Psychology.
Behavioral Neuroscience.
Applications of Mathematics.
Operations Research and Decision Theory.
Game Theory.
Behavioral Sciences and Psychology.
Acceso en línea:Texto Completo

MARC

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245 1 0 |a Preferences in Negotiations  |h [electronic resource] :  |b The Attachment Effect /  |c by Henner Gimpel. 
250 |a 1st ed. 2007. 
264 1 |a Berlin, Heidelberg :  |b Springer Berlin Heidelberg :  |b Imprint: Springer,  |c 2007. 
300 |a XIV, 268 p. 34 illus.  |b online resource. 
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490 1 |a Lecture Notes in Economics and Mathematical Systems,  |x 2196-9957 ;  |v 595 
505 0 |a Theories on Preferences -- Preferences in Negotiations -- Internet Experiment -- Laboratory Experiment -- Conclusions and Future Work. 
520 |a 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. 
650 0 |a Psychobiology. 
650 0 |a Human behavior. 
650 0 |a Microeconomics. 
650 0 |a Mathematics. 
650 0 |a Operations research. 
650 0 |a Game theory. 
650 0 |a Psychology. 
650 1 4 |a Behavioral Neuroscience. 
650 2 4 |a Microeconomics. 
650 2 4 |a Applications of Mathematics. 
650 2 4 |a Operations Research and Decision Theory. 
650 2 4 |a Game Theory. 
650 2 4 |a Behavioral Sciences and Psychology. 
710 2 |a SpringerLink (Online service) 
773 0 |t Springer Nature eBook 
776 0 8 |i Printed edition:  |z 9783540837848 
776 0 8 |i Printed edition:  |z 9783540722250 
830 0 |a Lecture Notes in Economics and Mathematical Systems,  |x 2196-9957 ;  |v 595 
856 4 0 |u https://doi.uam.elogim.com/10.1007/978-3-540-72338-7  |z Texto Completo 
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950 |a Biomedical and Life Sciences (R0) (SpringerNature-43708) 

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