Focal Points in Negotiation
eBook - ePub

Focal Points in Negotiation

Rudolf Schuessler, Jan-Willem van der Rijt, Rudolf Schuessler, Jan-Willem van der Rijt

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eBook - ePub

Focal Points in Negotiation

Rudolf Schuessler, Jan-Willem van der Rijt, Rudolf Schuessler, Jan-Willem van der Rijt

Book details
Table of contents
Citations

About This Book

? 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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Information

Publisher
Palgrave Macmillan
Year
2019
ISBN
9783030279011
Topic
Mathematics
Subtopic
Game Theory
Index
Mathematics

Table of contents

    Citation styles for Focal Points in Negotiation

    APA 6 Citation

    Schuessler, R., van der Rijt, J.-W. van der, Schuessler, R., & van der Rijt, J.-W. van der. (2019). Focal Points in Negotiation ([edition unavailable]). Palgrave Macmillan. Retrieved from https://www.perlego.com/book/3495190 (Original work published 2019)

    Chicago Citation

    Schuessler, Rudolf, Jan-Willem van der van der Rijt, Rudolf Schuessler, and Jan-Willem van der van der Rijt. (2019) 2019. Focal Points in Negotiation. [Edition unavailable]. Palgrave Macmillan. https://www.perlego.com/book/3495190.

    Harvard Citation

    Schuessler, R. et al. (2019) Focal Points in Negotiation. [edition unavailable]. Palgrave Macmillan. Available at: https://www.perlego.com/book/3495190 (Accessed: 3 July 2024).

    MLA 7 Citation

    Schuessler, Rudolf et al. Focal Points in Negotiation. [edition unavailable]. Palgrave Macmillan, 2019. Web. 3 July 2024.