DagSemProc.06461.13.pdf
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Negotiation Fever: Loss Aversion in Multi-Issue Negotiations
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Dagstuhl Seminar Proceedings, Volume 6461
Series: Dagstuhl Seminar Proceedings (DagSemProc) - License:
Creative Commons Attribution 4.0 International license
- Publication Date: 2007-05-10
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Henner Gimpel. Negotiation Fever: Loss Aversion in Multi-Issue Negotiations. In Negotiation and Market Engineering. Dagstuhl Seminar Proceedings, Volume 6461, pp. 1-4, Schloss Dagstuhl – Leibniz-Zentrum für Informatik (2007)
https://doi.org/10.4230/DagSemProc.06461.13
https://doi.org/10.4230/DagSemProc.06461.13
Abstract
Negotiating parties oftentimes do not reach mutually beneficial
agreements. A considerable body of research on negotiation
analysis compiled a set of so called common biases in
negotiations that systematically affect the cognition and
behavior of negotiators and thereby influence agreements. The present work adds
an additional effect, the attachment effect. This effect
biases decision makers in bilateral multi-issue negotiations and
influences their
preferences via reference points---negotiators get caught in a kind of negotiation fever.
Keywords
- Negotiation Analysis
- Consumer Preferences
- Behavioral Economics
- Experimental Economics
- Endowment Effect
- Loss Aversion
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