Focal Points in Negotiation

Inbunden, Engelska, 2019

AvRudolf Schuessler,Jan-Willem van der Rijt

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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.

Produktinformation

Utgivningsdatum2019-12-18
Mått148 x 210 x 19 mm
Vikt443 g
FormatInbunden
SpråkEngelska
Antal sidor232
FörlagSpringer Nature Switzerland AG
ISBN9783030279004

Tillhör följande kategorier

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 Theory - Jan-Willem van der Rijt.- 3. 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 Principle - Mordechai Melamud & Rudolf Schuessler.- 7. Negotiating Peace Agreements: The Value of Focal and Turning Points - Valerie Rosoux & Daniel Druckman.- 8. EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International Mediation - Siniša Vuković.- 9. Conclusion: Lessons for Theory and Practice - Rudolf Schuessler & Jan-Willem van der Rijt.