Focal Points in Negotiation | 1st edition

by Rudolf Schuessler and Jan-Willem van der Rijt

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Publisher	Springer Nature
Language	English
Book type	Paperback
Utgiven	2021
Edition	1
Pages	232
ISBN	9783030279035
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Description

Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized context of mathematical game theory, in the real world of negotiation. It demonstrates that there are many more ways focal points influence real life situations than the specific, predetermined roles ascribed to them by game theory and rational choice. The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.

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