Name: Preferences in Negotiations
Price: 1172.95 DKK
Availability: InStock
Author: Henner Gimpel
ISBN: 9783540722250

Preferences in Negotiations af Henner Gimpel

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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.

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Sprog:
Engelsk

ISBN:
9783540722250

Forlag:
Springer-Verlag Berlin and Heidelberg GmbH & Co. KG

Indbinding:
Paperback

Sideantal:
268

Udgivet:
8. juni 2007

Udgave:
2007

Størrelse:
234x156x15 mm.

Vægt:
444 g.

Leveringstid: 8-11 hverdage.
Forventet levering: 10. december 2024

Forlænget returret til d. 31. januar 2025

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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.

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Business og læring > Ledelse & strategi

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