Focal Points in Negotiation

TRAMA

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.

SOMMARIO

1. Introduction: The Significance of Conspicuity Jan-Willem van der Rijt & Rudolf Schuessler 2. The Search for a Rational Explanation: An Overview of the Development of Focal Point TheoryJan-Willem van der Rijt3. Focality and Salience in Negotiations: Structuring a Conceptual Space Rudolf Schuessler 4. Focal Points and Salient Solutions Jonas Brown & I. William Zartman 5. Focal Points in Arms Control Mikhail Troitskiy 6. CTBT Negotiations and the Split-the-Difference PrincipleMordechai Melamud & Rudolf Schuessler7. Negotiating Peace Agreements: The Value of Focal and Turning PointsValerie Rosoux  & Daniel Druckman  8. EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International MediationSiniša Vukovic 9. Conclusion: Lessons for Theory and Practice Rudolf Schuessler & Jan-Willem van der RijtAppendix: Game-Theoretical TermsList of AbbreviationsIndex

AUTORE

Rudolf Schuessler is Professor of Ethics at the University of Bayreuth, Germany.Jan-Willem van der Rijt is Senior Lecturer (Associate Professor) in Practical Philosophy at Umeå University, Sweden.

ALTRE INFORMAZIONI

• Condizione: Nuovo
• ISBN: 9783030279004
• Dimensioni: 210 x 148 mm Ø 457 gr
• Formato: Copertina rigida
• Illustration Notes: XVII, 232 p. 19 illus., 6 illus. in color.
• Pagine Arabe: 232
• Pagine Romane: xvii