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Focal Points in Negotiation

Produktform: Buch / Einband - flex.(Paperback)

 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,  is also suitable for use in the classroom and accessible for a multidisciplinary audience. weiterlesen

Sprache(n): Englisch

ISBN: 978-3-030-27903-5 / 978-3030279035 / 9783030279035

Verlag: Springer International Publishing

Erscheinungsdatum: 10.01.2021

Seiten: 232

Auflage: 1

Herausgegeben von Jan-Willem Van der Rijt, Rudolf Schuessler

106,99 € inkl. MwSt.
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