rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Preferences in Negotiations
    sub title: The Attachment Effect
  name:
    name part: Gimpel, Henner.
    role:
      role term: creator
    role:
      role term: author.
  name:
    name part: SpringerLink (Online service)
  type of resource: text
  origin info:
    place:
      place term: gw
    date issued: 2007
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: electronic
    form: electronic resource
    reformatting quality: access
    form: remote
    extent: XIV, 268 p. 34 illus. online resource.
  abstract: 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.
  table of contents: Theories on Preferences -- Preferences in Negotiations -- Internet Experiment -- Laboratory Experiment -- Conclusions and Future Work.
  note: by Henner Gimpel.
  subject:
    topic: Life sciences
  subject:
    topic: Operations research
  subject:
    topic: Decision making
  subject:
    topic: Behavioral sciences
  subject:
    topic: Applied mathematics
  subject:
    topic: Engineering mathematics
  subject:
    topic: Game theory
  subject:
    topic: Microeconomics
  subject:
    topic: Psychology
  subject:
    topic: Life Sciences
  subject:
    topic: Behavioral Sciences
  subject:
    topic: Microeconomics
  subject:
    topic: Applications of Mathematics
  subject:
    topic: Operation Research/Decision Theory
  subject:
    topic: Game Theory, Economics, Social and Behav. Sciences
  subject:
    topic: Psychology, general
  classification: QL750-795
  classification: 591.5
  related item:
    title info:
      title: Springer eBooks
  related item:
    title info:
      title: Lecture Notes in Economics and Mathematical Systems, 595
  identifier: 9783540723387
  identifier: http://dx.doi.org/10.1007/978-3-540-72338-7
  record info:
    record creation date: 100301
    record change date: 20151204152953.0
    record identifier: 978-3-540-72338-7