Focal Points in Negotiation Paperback / softback
Edited by Rudolf Schuessler, Jan-Willem van der Rijt
Paperback / softback
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Description
?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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Available to Order - This title is available to order, with delivery expected within 2 weeks
- Format:Paperback / softback
- Pages:232 pages, 6 Illustrations, color; 13 Illustrations, black and white; XVII, 232 p. 19 illus., 6 illu
- Publisher:Springer Nature Switzerland AG
- Publication Date:10/01/2021
- Category:
- ISBN:9783030279035
Information
-
Available to Order - This title is available to order, with delivery expected within 2 weeks
- Format:Paperback / softback
- Pages:232 pages, 6 Illustrations, color; 13 Illustrations, black and white; XVII, 232 p. 19 illus., 6 illu
- Publisher:Springer Nature Switzerland AG
- Publication Date:10/01/2021
- Category:
- ISBN:9783030279035