Preferences in Negotiations - The Attachment Effect

Acknowledgements

Contents

List of Figures

List of Tables

1 Introduction

1.1 Related Work and Fields of Research

1.2 General Background

1.3 Overview and Structure

2 Theories on Preferences

2.1 Microeconomic Modeling of Preferences

2.2 Prospect Theory

2.3 Preference Construction and Stabilization

2.4 Neural Basis of Preferences

2.5 De Gustibus non est Disputandum

3 Preferences in Negotiations

3.1 Negotiations

3.2 Origin of Reference Points

3.3 The Attachment Effect in Negotiations

4 Internet Experiment

4.1 Experimental Design1

4.2 Experimental Results

4.3 Modifications of the Experiment Design

5 Laboratory Experiment

5.1 Experimental Design

5.2 Foundations of the Analysis

5.3 Non-Parametric Analysis

5.4 Parametric Analysis

5.5 Summary of Results

6 Conclusions and Future Work

6.1 Summary of Contribution and Review of Work

6.2 Limitations of the Present Work

6.3 Future Work

References

List of Abbreviations and Symbols

Abbreviations

Symbols