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URN: urn:nbn:de:0030-drops-9982
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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:DagSemProc.06461.13,
  author =	{Gimpel, Henner},
  title =	{{Negotiation Fever: Loss Aversion in Multi-Issue Negotiations}},
  booktitle =	{Negotiation and Market Engineering},
  pages =	{1--4},
  series =	{Dagstuhl Seminar Proceedings (DagSemProc)},
  ISSN =	{1862-4405},
  year =	{2007},
  volume =	{6461},
  editor =	{Nick Jennings and Gregory Kersten and Axel Ockenfels and Christof Weinhardt},
  publisher =	{Schloss Dagstuhl -- Leibniz-Zentrum f{\"u}r Informatik},
  address =	{Dagstuhl, Germany},
  URL =		{https://drops.dagstuhl.de/opus/volltexte/2007/998},
  URN =		{urn:nbn:de:0030-drops-9982},
  doi =		{10.4230/DagSemProc.06461.13},
  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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