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when quoting this document, please refer to the following
URN: urn:nbn:de:0030-drops-9982
URL: http://drops.dagstuhl.de/opus/volltexte/2007/998/
Gimpel, Henner

Negotiation Fever: Loss Aversion in Multi-Issue Negotiations

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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.

BibTeX - Entry

@InProceedings{gimpel:DSP:2007:998,
  author =	{Henner Gimpel},
  title =	{Negotiation Fever: Loss Aversion in Multi-Issue Negotiations},
  booktitle =	{Negotiation and Market Engineering},
  year =	{2007},
  editor =	{Nick Jennings and Gregory Kersten and Axel Ockenfels and Christof Weinhardt },
  number =	{06461},
  series =	{Dagstuhl Seminar Proceedings},
  ISSN =	{1862-4405},
  publisher =	{Internationales Begegnungs- und Forschungszentrum f{\"u}r Informatik (IBFI), Schloss Dagstuhl, Germany},
  address =	{Dagstuhl, Germany},
  URL =		{http://drops.dagstuhl.de/opus/volltexte/2007/998},
  annote =	{Keywords: Negotiation Analysis, Consumer Preferences, Behavioral Economics, Experimental Economics, Endowment Effect, Loss Aversion}
}

Keywords: Negotiation Analysis, Consumer Preferences, Behavioral Economics, Experimental Economics, Endowment Effect, Loss Aversion
Seminar: 06461 - Negotiation and Market Engineering
Issue date: 2007
Date of publication: 10.05.2007

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