Focal Points in Negotiation

Rudolf Schuessler, Jan-Willem van der Rijt

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English

Springer Nature Switzerland AG
10 January 2021

Comparative politics; Diplomacy; International institutions; Game theory

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.

Edited by: Rudolf Schuessler, Jan-Willem van der Rijt
Imprint: Springer Nature Switzerland AG
Country of Publication: Switzerland
Edition: 1st ed. 2019
Dimensions: Height: 210mm, Width: 148mm,
Weight: 454g
ISBN: 9783030279035
ISBN 10: 3030279030
Pages: 232
Publication Date: 10 January 2021
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

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 Umea University, Sweden.