Focal Points in Negotiation

Language: English

Published by Springer, 2021

3030279030 / 9783030279035

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Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH

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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

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

AHA-BUCH GmbH

Einbeck, Germany

5-star seller

AbeBooks seller since August 14, 2006

Shipping rates from Germany to U.S.A.

Item5 to 7 business days7 to 10 business days
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