Focal Points in Negotiation
Rudolf Schuessler editor Jan-Willem van der Rijt editor
Format:Hardback
Publisher:Springer Nature Switzerland AG
Published:18th Dec '19
Currently unavailable, and unfortunately no date known when it will be back
This hardback is available in another edition too:
- Paperback£89.99(9783030279035)
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.
ISBN: 9783030279004
Dimensions: unknown
Weight: unknown
232 pages
1st ed. 2019