Abstract
In this chapter, the editors bring together insights from the individual chapters, to draw a number of lessons regarding the role(s) of focal points in negotiations. Focality can be used to gain a strategic advantage during the negotiation process, either by starting a dynamic that favors one’s own cause, or to block any such dynamics from getting off the ground if they are deemed detrimental to one’s interests. Focal points do more than serve such tactical purposes, however. They can also have an important function in effectively communicating the outcome of negotiations to the wider public and even serve distinctly moral purposes, contributing to the emergence of fair solutions to situations characterized by reasonable moral disagreement.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Notes
- 1.
See, e.g., Albin (2001).
- 2.
Schelling (1960: 73).
- 3.
It is not clear whether the fact that the parties come to a reasonably tenable moral position because of egotistical interests (should this indeed be the case) gives rise to a moral duty to abandon the position. One could argue that only the morality of the position counts and that reasonably tenable moral positions are morally tenable all things considered. In any case, this is a question of ethical theory which we will not pursue here.
References
Albin, C. Justice and Fairness in International Negotiation (Cambridge: Cambridge University Press, 2001).
Schelling, T. The Strategy of Conflict (Cambridge, MA: Harvard University Press, 1960).
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2019 The Author(s)
About this chapter
Cite this chapter
Schuessler, R., van der Rijt, JW. (2019). Conclusion: Lessons for Theory and Practice. In: Schuessler, R., van der Rijt, JW. (eds) Focal Points in Negotiation. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-030-27901-1_9
Download citation
DOI: https://doi.org/10.1007/978-3-030-27901-1_9
Published:
Publisher Name: Palgrave Macmillan, Cham
Print ISBN: 978-3-030-27900-4
Online ISBN: 978-3-030-27901-1
eBook Packages: Mathematics and StatisticsMathematics and Statistics (R0)