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Ebook Preferences in negotiations: The attachment effect
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Ebook "Preferences in negotiations: The attachment effect" presents a motivation, formalization, and substantiation of the attachment effect. Thereby, preferences and behavior are approached from a microeconomic and a psychological perspective. Two experiments show clear evidence for a systematic bias. The results can be used for prescriptive advice to negotiators: either for debasing or to systematically affect the counterparty.
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