Copied Preferences in Negotiations
Preferences in Negotiations
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.
Price Comparison
| Seller | Contact Seller | List Price | On Sale | Shipping | Best Promo | Final Price | Volume Discount | Financing | Availability | Seller's Page |
|---|---|---|---|---|---|---|---|---|---|---|
|
BEST PRICE 1 Product Purchase
|
|
$84.99 | $84.99 |
|
$84.99 | See Site | In stock | Visit Store |
Reviews
Questions & Answers
Haemostatic Drugs
$54.99
African Heritage Challenges
$109.00
10 Week-by-Week Sight Word Packets
$11.24
Coping and the Challenge of Resilience
$129.99
Dracula
$139.99
Mobile Agents for Telecommunication Applications
$39.99
Wert und Bewertung der Unternehmung
$59.99
Rookie Reader Espaol: Zas!
$4.46
The Challenge of Highly Pathogenic Microorganisms
$169.00
Intestinal Inflammation and Colorectal Cancer
$219.99
Pathologie
$379.99
Optimizing Treatment for Children in the Developing World
$39.99
Randomisierte Algorithmen
$49.99
Professionalitt in der Sozialen Arbeit
$44.99
Revitalizing City Districts
$129.99
Kommentar zum Mietrecht
$79.99
Where In the Garden?: Miguel's Community Garden
$5.96
Principles of Secure Processor Architecture Design
$64.99
Strategisches Design
$64.99
Socially Just Research with Young People
$139.99
Danger in Ancient Rome
$5.24
Handbuch der Umweltvernderungen und kotoxikologie
$129.00
Mercy (Atlee Pine Series #4) by David Baldacci
$29.00
Biodegradability of Surfactants
$169.00
Evolutionary Computation and Complex Networks
$109.99
Turbulence and Diffusion in the Atmosphere
$39.99
Pediatric Liver Disease
$39.99
Das Zonenschmelzen von weichmagnetischen Sthlen und sein Einflu auf den Verlauf der Konzentration
$79.99
Pharmaceutical Advertising as a Source of Consumer Self-Empowerment
$54.99
A Concise Dictionary of Paleontology
$219.99
Women-Headed Households
$29.99
Der Zugkraftverlauf beim Zwischenauflager von Stahlbeton-Durchlauftrgen
$54.99
Der Schutz auslndischer juristischer Personen durch subjektive Rechte
$89.99
Redefining A Philosophy for World Governance
$69.99
Formal Methods for Open Object-Based Distributed Systems V
$84.99
Fusing Big Data, Blockchain and Cryptocurrency
$64.99
Polycrystalline Silicon for Integrated Circuit Applications
$169.99
Alternative Approaches to Human Blood Resources in Clinical Practice
$169.99
Baustatik 2 - Festigkeitslehre
$54.99
The Fifth Column in World War II
$109.99
