Focal Points in Negotiation

Author: Schuessler, Rudolf

Brand: MACMILLAN

Edition: 1st ed. 2019

Number Of Pages: 249

EAN: 9783030279004

Release Date: 18-12-2019

Package Dimensions: 8.5 x 6.1 x 0.7 inches

Languages: English

Binding: Hardcover

Part Number: Refer to Sapnet.

Details: 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.