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Negotiation, Auctions, and Market Engineering pp 213–226Cite as

Cognitive Biases in Negotiation Processes

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Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 2))

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 presents these cognitive biases in the context of a process model for bilateral negotiations which stems from information systems research.

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Authors and Affiliations

  1. Institute of Information Systems and Management (IISM), Universität Karlsruhe (TH), Germany

    Henner Gimpel

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  1. Henner Gimpel
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Editor information

Henner Gimpel Nicholas R. Jennings Gregory E. Kersten Axel Ockenfels Christof Weinhardt

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Gimpel, H. (2008). Cognitive Biases in Negotiation Processes. In: Gimpel, H., Jennings, N.R., Kersten, G.E., Ockenfels, A., Weinhardt, C. (eds) Negotiation, Auctions, and Market Engineering. Lecture Notes in Business Information Processing, vol 2. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-77554-6_16

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  • DOI: https://doi.org/10.1007/978-3-540-77554-6_16

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-77553-9

  • Online ISBN: 978-3-540-77554-6

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