Focal Points in Negotiation

Language: English

Published by Palgrave Macmillan Jan 2021, 2021

3030279030 / 9783030279035

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This item is printed on demand - Print on Demand Titel. Neuware -¿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.Springer-Verlag GmbH, Tiergartenstr. 17, 69121 Heidelberg 252 pp. Englisch.

Seller Inventory # 9783030279035

Title
Focal Points in Negotiation
Author
Rudolf Schuessler
Publisher
Palgrave Macmillan Jan 2021
Publication year
2021
Condition
Neu
Binding
Taschenbuch
Language
English
ISBN 10
3030279030
ISBN 13
9783030279035
Item weight
331 grams
Dimensions
210x148x14 mm

buchversandmimpf2000

Emtmannsberg, BAYE, Germany

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AbeBooks seller since January 23, 2017

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