Preferences in Negotiations The Attachment Effect /

• Κύριος συγγραφέας: Gimpel, Henner (Συγγραφέας)
• Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
• Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
• Γλώσσα: English
• Έκδοση: Berlin, Heidelberg : Springer Berlin Heidelberg, 2007.
• Σειρά: Lecture Notes in Economics and Mathematical Systems, 595
• Θέματα: Life sciences.; Operations research.; Decision making.; Behavioral sciences.; Applied mathematics.; Engineering mathematics.; Game theory.; Microeconomics.; Psychology.; Life Sciences.; Behavioral Sciences.; Applications of Mathematics.; Operation Research/Decision Theory.; Game Theory, Economics, Social and Behav. Sciences.; Psychology, general.

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...