Preferences in Negotiations : The Attachment Effect /
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 illusi...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Berlin, Heidelberg :
Springer Berlin Heidelberg,
2007.
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| Series: | Lecture notes in economics and mathematical systems ;
595. |
| Subjects: | |
| Online Access: | Connect to this title online |