1,721,013 research outputs found
Negotiation Fever: Loss Aversion in Multi-Issue Negotiations
Get PDFNegotiating 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
Reference-Dependent Preferences in Multi-Issue Bargaining
Get PDFGame theoretic bargaining models usually assume parties to have exogenously given preferences from the beginning of a negotiation on. Preferences in these models do not depend on the history of offers made during a negotiation. This paper argues that preferences are based on issue-wise reference points changing during the bargaining process as result of the counterpartys offers
Market Engineering: An Interdisciplinary Research Challenge
Get PDFMarket engineering is making markets work. Markets are information processing and information producing information systems which mediate allocation of resources within or between organizations. Setting up and operating a market in a way that it works effectively and efficiently is an art and a science. This paper outlines challenges in this interdisciplinary field of research and presents frameworks for assessing markets
GenAI in Higher-Education: Forms
No full textThis project provides open access to useful forms on generative AI (large language models, diffusion models etc.) in higher education at universities, colleges etc
GenAI in Higher Education: Whitepapers
No full textThis project provides open access to white papers on generative AI (large language models, diffusion models etc.) in higher education at universities, colleges etc
- …
