Gimpel, Henner
Negotiation Fever: Loss Aversion in Multi-Issue Negotiations
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}
}
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Keywords: |
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Negotiation Analysis, Consumer Preferences, Behavioral Economics, Experimental Economics, Endowment Effect, Loss Aversion |
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Seminar: |
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06461 - Negotiation and Market Engineering
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Issue date: |
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2007 |
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Date of publication: |
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2007 |
2007
