Focal Points in Negotiation (Paperback, 1st ed. 2019)

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.

General

Imprint:	Springer Nature Switzerland AG
Country of origin:	Switzerland
Release date:	2021
First published:	2019
Editors:	Rudolf Schuessler • Jan-Willem Van der Rijt
Dimensions:	210 x 148mm (L x W)
Format:	Paperback
Pages:	232
Edition:	1st ed. 2019
ISBN-13:	978-3-03-027903-5
Categories:	Books > Social sciences > Politics & government > Comparative politics Books > Social sciences > Politics & government > International relations > Diplomacy Books > Science & Mathematics > Mathematics > Optimization > Game theory Books > Social sciences > Politics & government > International relations > International institutions > General Promotions
LSN:	3-03-027903-0
Barcode:	9783030279035

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