Focal Points in Negotiation - Hardcover

 
9783030279004: Focal Points in Negotiation
Hardcover
ISBN 10: 3030279006 ISBN 13: 9783030279004
Publisher: Palgrave Macmillan, 2019

Synopsis

​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.

"synopsis" may belong to another edition of this title.

About the Author

Rudolf Schuessler is Professor of Ethics at the University of Bayreuth, Germany.

Jan-Willem van der Rijt is Senior Lecturer (Associate Professor) in Practical Philosophy at Umeå University, Sweden.

From the Back Cover

​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.


Rudolf Schuessler is Professor of Ethics at the University of Bayreuth, Germany.

Jan-Willem van der Rijt is Senior Lecturer and Associate Professor in Practical Philosophy at Umeå University, Sweden.

"About this title" may belong to another edition of this title.

Publisher
Palgrave Macmillan
Publication date
2019
Language
English
ISBN 10 
3030279006
ISBN 13 
9783030279004
Binding
Hardcover
Edition number
1
Number of pages
249
Editor
Schuessler Rudolf, Van Der Rijt Jan-Willem

Other Popular Editions of the Same Title

9783030279035: Focal Points in Negotiation

Featured Edition

ISBN 10:  3030279030 ISBN 13:  9783030279035
Publisher: Palgrave Macmillan, 2021
Softcover