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.
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.
![Preferences in Negotiations: The Attachment Effect](http://vs-images.bn-web.com/static/redesign/srcs/images/grey-box.png?v11.10.3)
Preferences in Negotiations: The Attachment Effect
268![Preferences in Negotiations: The Attachment Effect](http://vs-images.bn-web.com/static/redesign/srcs/images/grey-box.png?v11.10.3)
Preferences in Negotiations: The Attachment Effect
268Paperback(2007)
Product Details
ISBN-13: | 9783540722250 |
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Publisher: | Springer Berlin Heidelberg |
Publication date: | 07/20/2007 |
Series: | Lecture Notes in Economics and Mathematical Systems , #595 |
Edition description: | 2007 |
Pages: | 268 |
Product dimensions: | 6.10(w) x 9.20(h) x 0.60(d) |