Focal Points in Negotiation

  • Rudolf Schuessler
  • Jan-Willem van der Rijt

Table of contents

  1. Front Matter
    Pages i-xvii
  2. Rudolf Schuessler, Jan-Willem van der Rijt
    Pages 1-14
  3. Jonas Brown, I. William Zartman
    Pages 77-101
  4. Mikhail Troitskiy
    Pages 103-123
  5. Mordechai Melamud, Rudolf Schuessler
    Pages 125-148
  6. Valerie Rosoux, Daniel Druckman
    Pages 149-173
  7. Rudolf Schuessler, Jan-Willem van der Rijt
    Pages 203-219
  8. Back Matter
    Pages 221-232

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.

Rudolf Schuessler is Professor of Ethics at the University of Bayreuth, Germany.

Jan-Willem van der Rijt is Senior Lecturer and Associate Professor in Practical Philosophy at Umeå University, Sweden.


Focal points salience coordination games negotiations Thomas Schelling game theory rationality Concept of focal point framing concessions cases focal numbers arms control disagreement strategic stability nuclear test ban onsite inspections voting thresholds truth commissions turning points

Editors and affiliations

  • Rudolf Schuessler
    • 1
  • Jan-Willem van der Rijt
    • 2
  1. 1.Department of PhilosophyUniversity of BayreuthBayreuth, BavariaGermany
  2. 2.Department of Historical, Philosophical and Religious StudiesUmeå UniversityUmeåSweden

Bibliographic information