| Description |
1 online resource (xiv, 268 pages) : illustrations |
| Series |
Lecture notes in economics and mathematical systems ; 595 |
|
Lecture notes in economics and mathematical systems ; 595.
|
| Contents |
Introduction; Theories on Preferences; Preferences in Negotiations; Internet Experiment; Laboratory Experiment; Conclusions and Future Work |
| Summary |
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 illusion oftentimes foreclose profitable results. A further cognitive bias is the attachment effect: 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 expectat |
| Analysis |
economie |
|
economics |
|
bedrijfswetenschap |
|
management science |
|
speltheorie |
|
game theory |
|
microeconomics |
|
operationeel onderzoek |
|
operations research |
|
psychologie |
|
psychology |
|
gedragswetenschappen |
|
behavioural sciences |
|
Management studies, Business Administration, Organizational Science (General) |
|
Economics (General) |
|
Management, bedrijfskunde, organisatiekunde (algemeen) |
|
Economie (algemeen) |
| Bibliography |
Includes bibliographical references (pages 245-266) |
| Notes |
Print version record |
| In |
Springer e-books |
| Subject |
Negotiation in business.
|
|
Negotiation.
|
|
Preferences (Philosophy)
|
|
negotiating.
|
|
negotiation.
|
|
BUSINESS & ECONOMICS -- Negotiating.
|
|
Negotiation.
|
|
Preferences (Philosophy)
|
|
Negotiation in business.
|
|
Affaires.
|
|
Science économique.
|
|
Economie de l'entreprise.
|
|
Negotiation
|
|
Negotiation in business
|
|
Preferences (Philosophy)
|
| Form |
Electronic book
|
| ISBN |
9783540723387 |
|
3540723382 |
|
3540722254 |
|
9783540722250 |
|
9786610937950 |
|
6610937958 |
|
