Focal Points In Negotiation
Rudolf Schuessler, Jan-Willem Van der Rijt
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.
카테고리:
년:
2019
출판사:
Palgrave Macmillan
언어:
english
페이지:
240
ISBN 10:
3030279014
ISBN 13:
9783030279011
파일:
PDF, 3.13 MB
IPFS:
,
english, 2019
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