Focal Points in Negotiation

Editors: Schuessler, Rudolf, Van der Rijt, Jan-Willem (Eds.)

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  • Offers the first sustained discussion of the application of focal points in negotiations
  • Combines theoretical analyses of focal points with case studies
  • Covers a broad range of uses of issue and solution salience in international relations
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eBook 83,29 €
price for Spain (gross)
  • ISBN 978-3-030-27901-1
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  • Immediate eBook download after purchase
Hardcover 103,99 €
price for Spain (gross)
  • Due: January 31, 2020
  • ISBN 978-3-030-27900-4
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  • The final prices may differ from the prices shown due to specifics of VAT rules
About this book

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 authors

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.

Table of contents (9 chapters)

Table of contents (9 chapters)

Buy this book

eBook 83,29 €
price for Spain (gross)
  • ISBN 978-3-030-27901-1
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 103,99 €
price for Spain (gross)
  • Due: January 31, 2020
  • ISBN 978-3-030-27900-4
  • Free shipping for individuals worldwide
  • The final prices may differ from the prices shown due to specifics of VAT rules

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Bibliographic Information

Bibliographic Information
Book Title
Focal Points in Negotiation
Editors
  • Rudolf Schuessler
  • Jan-Willem Van der Rijt
Copyright
2019
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG
eBook ISBN
978-3-030-27901-1
DOI
10.1007/978-3-030-27901-1
Hardcover ISBN
978-3-030-27900-4
Edition Number
1
Number of Pages
XVII, 232
Number of Illustrations
13 b/w illustrations, 6 illustrations in colour
Topics