Preferences in Negotiations The Attachment Effect
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...
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| Format: | eBook |
| Language: | English |
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Berlin, Heidelberg
Springer Berlin Heidelberg
2007, 2007
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| Edition: | 1st ed. 2007 |
| Series: | Lecture Notes in Economics and Mathematical Systems
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| Online Access: | |
| Collection: | Springer eBooks 2005- - Collection details see MPG.ReNa |
Table of Contents:
- Theories on Preferences
- Preferences in Negotiations
- Internet Experiment
- Laboratory Experiment
- Conclusions and Future Work