Focal Points in Negotiation

by Rudolf Schuessler, Jan-Willem van der Rijt

Overview

​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.

Product Details

ISBN-13:	9783030279004
Publisher:	Springer International Publishing
Publication date:	12/06/2019
Edition description:	1st ed. 2019
Pages:	232
Product dimensions:	5.83(w) x 8.27(h) x 0.00(d)

About the Author

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.

Table of Contents

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




Appendix: Game-Theoretical Terms
List of Abbreviations
Index