LIBROS DEL AUTOR: henner gimpel

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  • Preferences in Negotiations
    Henner Gimpel
    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 attac...
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