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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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Gimpel, Henner (Author)
Corporate Author: SpringerLink (Online service)
Format: Electronic eBook
Language:Inglés
Published: Berlin, Heidelberg : Springer Berlin Heidelberg : Imprint: Springer, 2007.
Edition:1st ed. 2007.
Series:Lecture Notes in Economics and Mathematical Systems, 595
Subjects:
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.
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