Focal Points in Negotiation

Jan-Willem van der Rijt

ISBN 10: 3030279030 / ISBN 13: 9783030279035

Published by Springer International Publishing, 2021

About this Item

Druck auf Anfrage Neuware - Printed after ordering - Focal Points in Negotiationis 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 Negotiationis also suitable for use in the classroom and accessible for a multidisciplinary audience.

Seller Inventory # 9783030279035

Bibliographic Details

• Title: Focal Points in Negotiation
• Publisher: Springer International Publishing
• Publication Date: 2021
• Language: English
• ISBN 10: 3030279030
• ISBN 13: 9783030279035
• Binding: Taschenbuch
• Condition: Neu
• Dimensions: 210W x 148H x 14D millimeters 210 millimeters width by 148 millimeters height by 14 millimeters depth
• Weight: 331 grams

About this title

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.

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.