Negotiation Fever: Loss Aversion in Multi-Issue Negotiations

2007/01/01 by Henner Gimpel, Gimpel, Henner
Decision Sciences · Social Sciences · #Behavioral Economics #Complex Systems and Decision Making #Conflict Management and Negotiation #Consumer Preferences #Endowment Effect #Experimental Behavioral Economics Studies #Experimental Economics #Loss Aversion #Negotiation Analysis

paper · doi:10.4230/dagsemproc.06461.13

openalex publication_date 2007/01/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/28

Abstract

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 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.

Citations

• Loss Aversion in Riskless Choice: A Reference-Dependent Model

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