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Palgrave Macmillan

Focal Points in Negotiation

  • Book
  • © 2019

Overview

Editors:
  1. Rudolf Schuessler

    1. Department of Philosophy, University of Bayreuth, Bayreuth, Bavaria, Germany

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  2. Jan-Willem van der Rijt

    1. Department of Historical, Philosophical and Religious Studies, Umeå University, Umeå, Sweden

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  • Offers the first sustained discussion of the application of focal points in negotiations

  • Combines theoretical analyses of focal points with case studies

  • Covers a broad range of uses of issue and solution salience in international relations

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Table of contents (9 chapters)

  1. Front Matter

    Pages i-xvii
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  2. Introduction: The Significance of Conspicuity

    • Rudolf Schuessler, Jan-Willem van der Rijt
    Pages 1-14

  3. The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory

    • Jan-Willem van der Rijt
    Pages 15-44

  4. Focality and Salience in Negotiations: Structuring a Conceptual Space

    • Rudolf Schuessler
    Pages 45-75

  5. Focal Points and Salient Solutions

    • Jonas Brown, I. William Zartman
    Pages 77-101

  6. Focal Points in Arms Control

    • Mikhail Troitskiy
    Pages 103-123

  7. CTBT Negotiations and the Split-the-Difference Principle

    • Mordechai Melamud, Rudolf Schuessler
    Pages 125-148

  8. Negotiating Peace Agreements: The Value of Focal and Turning Points

    • Valerie Rosoux, Daniel Druckman
    Pages 149-173

  9. EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International Mediation

    • Siniša Vuković
    Pages 175-201

  10. Conclusion: Lessons for Theory and Practice

    • Rudolf Schuessler, Jan-Willem van der Rijt
    Pages 203-219

  11. Back Matter

    Pages 221-232
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Keywords

About this book

​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.

Editors and Affiliations

  • Department of Philosophy, University of Bayreuth, Bayreuth, Bavaria, Germany

    Rudolf Schuessler

  • Department of Historical, Philosophical and Religious Studies, Umeå University, Umeå, Sweden

    Jan-Willem van der Rijt

About the editors

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.

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