Preferences In Negotiations
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Preferences in Negotiations
Author | : Henner Gimpel |
Publisher | : Springer Science & Business Media |
Total Pages | : 279 |
Release | : 2007-06-13 |
Genre | : Science |
ISBN | : 3540723382 |
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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.
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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western cult