Focal Points in Negotiation

• Corporate Author: SpringerLink (Online service)
• Other Authors: Schuessler, Rudolf (Editor, http://id.loc.gov/vocabulary/relators/edt), van der Rijt, Jan-Willem (Editor, http://id.loc.gov/vocabulary/relators/edt)
• Format: Electronic eBook
• Language: English
• Published: Cham : Springer International Publishing : Imprint: Palgrave Macmillan, 2019.
• Edition: 1st ed. 2019.
• Subjects: Game theory.; Diplomacy.; International organization.; International relations.; Comparative politics.; Game Theory, Economics, Social and Behav. Sciences.; International Organization.; International Relations Theory.; Comparative Politics.; Game Theory.

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 rea...