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    DAGSTUHL
    2006
    125views Software Engineering» more  DAGSTUHL 2006»
    Negotiation Fever: Loss Aversion in Multi-Issue Negotiations
    14 years 2 months ago
    Negotiation Fever: Loss Aversion in Multi-Issue Negotiations
    Download  drops.dagstuhl.de
    Negotiating 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 ne...
    Henner Gimpel
    claim paper
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