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Focal Points In Negotiation

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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.

Author(s): Rudolf Schuessler, Jan-Willem Van der Rijt
Publisher: Palgrave Macmillan
Year: 2019

Language: English
Pages: 240
Tags: Game Theory, Economics, Social And Behav. Sciences

Front Matter ....Pages i-xvii
Introduction: The Significance of Conspicuity (Rudolf Schuessler, Jan-Willem van der Rijt)....Pages 1-14
The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory (Jan-Willem van der Rijt)....Pages 15-44
Focality and Salience in Negotiations: Structuring a Conceptual Space (Rudolf Schuessler)....Pages 45-75
Focal Points and Salient Solutions (Jonas Brown, I. William Zartman)....Pages 77-101
Focal Points in Arms Control (Mikhail Troitskiy)....Pages 103-123
CTBT Negotiations and the Split-the-Difference Principle (Mordechai Melamud, Rudolf Schuessler)....Pages 125-148
Negotiating Peace Agreements: The Value of Focal and Turning Points (Valerie Rosoux, Daniel Druckman)....Pages 149-173
EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International Mediation (Siniša Vuković)....Pages 175-201
Conclusion: Lessons for Theory and Practice (Rudolf Schuessler, Jan-Willem van der Rijt)....Pages 203-219
Back Matter ....Pages 221-232