Preferences In Negotiations (Pb)
Gimpel, Henner
ISBN 10: 3540722254 ISBN 13: 9783540722250
Editorial: Springer, 2007
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Descripción
Descripción:
Brand New Original US Edition. Customer service! Satisfaction Guaranteed. N° de ref. del artículo ASNNN-74486
Sinopsis:
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.
Reseña del editor:
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.
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Detalles bibliográficos
Título: Preferences In Negotiations (Pb)
Editorial: Springer
Año de publicación: 2007
Encuadernación: Encuadernación de tapa blanda
Condición: New