Preferences in Negotiations The Attachment Effect /

• Main Author: Gimpel, Henner (Author)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic eBook
• Language: English
• Published: Berlin, Heidelberg : Springer Berlin Heidelberg, 2007.
• Series: Lecture Notes in Economics and Mathematical Systems, 595
• Subjects: 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...