Focal Points in Negotiation - Hardcover

 
9783030279004: Focal Points in Negotiation
Hardcover
ISBN 10: 3030279006 ISBN 13: 9783030279004
Verlag: Palgrave Macmillan, 2019

Inhaltsangabe

​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.

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Über die Autorin bzw. den Autor

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.

Von der hinteren Coverseite

​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.


Rudolf Schuessler is Professor of Ethics at the University of Bayreuth, Germany.

Jan-Willem van der Rijt is Senior Lecturer and Associate Professor in Practical Philosophy at Umeå University, Sweden.

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Verlag
Palgrave Macmillan
Erscheinungsdatum
2019
Sprache
Englisch
ISBN 10 
3030279006
ISBN 13 
9783030279004
Einband
Gebundene Ausgabe
Auflage
1
Anzahl der Seiten
249
Herausgeber
Schuessler Rudolf, Van Der Rijt Jan-Willem
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