1st published, 2007

Preferences in Negotiations (Paperback)

The Attachment Effect: 595 (Lecture Notes in Economics and Mathematical Systems)

by Henner Gimpel

Category: Department of Mathematics

TK. 1,791

বইটি বিদেশি প্রকাশনী বা সাপ্লাইয়ারের নিকট থেকে সংগ্রহ করে আনতে আমাদের ৩০ থেকে ৪০ কর্মদিবস সময় লেগে যেতে পারে।

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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.

Title	Preferences in Negotiations
Author	Henner Gimpel
Publisher	Springer (India)
ISBN	9783540722250
Edition	1st published, 2007
Number of Pages	268
Country	India
Language	English