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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Focal Points in Negotiation

Focal Points in Negotiation

Van Der Rijt, Jan-Willem
Schuessler, Rudolf

Hardcover

General MathematicsGeneral Political ScienceInternational Relations

ISBN10: 3030279006
ISBN13: 9783030279004
Publisher: Palgrave MacMillan
Published: Dec 18 2019
Pages: 232
Weight: 1.00
Height: 0.63 Width: 5.83 Depth: 8.27
Language: English
​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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