Get Free Shipping on orders over $79
Preferences in Negotiations : The Attachment Effect - Henner Gimpel

Preferences in Negotiations

The Attachment Effect

By: Henner Gimpel

eText | 13 June 2007

At a Glance

eText


$159.01

or 4 interest-free payments of $39.75 with

 or 

Instant online reading in your Booktopia eTextbook Library *

Why choose an eTextbook?

Instant Access *

Purchase and read your book immediately

Read Aloud

Listen and follow along as Bookshelf reads to you

Study Tools

Built-in study tools like highlights and more

* eTextbooks are not downloadable to your eReader or an app and can be accessed via web browsers only. You must be connected to the internet and have no technical issues with your device or browser that could prevent the eTextbook from operating.
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.
on
Desktop
Tablet
Mobile

More in Microeconomics

Amazon.com : Get Big Fast - Robert Spector

eBOOK

Lessons Beyond the Aisles - Avi Awan

eBOOK

RRP $12.09

$11.99

Analytical Methods in Economics - Akira Takayama

eBOOK

RRP $144.04

$115.99

19%
OFF
ChatGPT for Coaches - Henry Naiken

eBOOK

AI Home Income for 2025 - E. D. Lewis

eBOOK

Economic Activism - M.A. Tucker

eBOOK