: Henner Gimpel
: Preferences in Negotiations The Attachment Effect
: Springer-Verlag
: 9783540723387
: 1
: CHF 74.40
:
: Sonstiges
: English
: 279
: Wasserzeichen/DRM
: PC/MAC/eReader/Tablet
: PDF

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.
Acknowledgements5
Contents6
List of Figures9
List of Tables11
1 Introduction13
1.1 Related Work and Fields of Research17
1.2 General Background22
1.3 Overview and Structure24
2 Theories on Preferences27
2.1 Microeconomic Modeling of Preferences33
2.2 Prospect Theory45
2.3 Preference Construction and Stabilization60
2.4 Neural Basis of Preferences74
2.5 De Gustibus non est Disputandum78
3 Preferences in Negotiations85
3.1 Negotiations86
3.2 Origin of Reference Points104
3.3 The Attachment Effect in Negotiations110
4 Internet Experiment123
4.1 Experimental Design1124
4.2 Experimental Results144
4.3 Modifications of the Experiment Design148
5 Laboratory Experiment152
5.1 Experimental Design153
5.2 Foundations of the Analysis181
5.3 Non-Parametric Analysis190
5.4 Parametric Analysis217
5.5 Summary of Results233
6 Conclusions and Future Work235
6.1 Summary of Contribution and Review of Work236
6.2 Limitations of the Present Work246
6.3 Future Work251
References254
List of Abbreviations and Symbols276
Abbreviations276
Symbols277