Negotiation Fever: Loss Aversion in Multi-Issue Negotiations

摘要

Negotiating parties oftentimes do not reach mutually beneficialagreements. A considerable body of research on negotiationanalysis compiled a set of so called common biases innegotiations that systematically affect the cognition andbehavior of negotiators and thereby influence agreements. The present work addsan additional effect, the attachment effect. This effectbiases decision makers in bilateral multi-issue negotiations andinfluences theirpreferences via reference points---negotiators get caught in a kind of negotiation fever.