Focal Points in Negotiation
Rudolf Schuessler (Hrsg.), Jan-Willem van der Rijt (Hrsg.)
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Springer International Publishing
Naturwissenschaften, Medizin, Informatik, Technik / Wahrscheinlichkeitstheorie, Stochastik, Mathematische Statistik
Beschreibung
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.
Kundenbewertungen
disagreement, Concept of focal point, negotiations, rationality, arms control, cases, onsite inspections, coordination games, framing, truth commissions, salience, turning points, focal numbers, nuclear test ban, game theory, strategic stability, voting thresholds, concessions, Focal points, Thomas Schelling