| 書目名稱 | Focal Points in Negotiation | | 編輯 | Rudolf Schuessler,Jan-Willem van der Rijt | | 視頻video | http://file.papertrans.cn/345/344826/344826.mp4 | | 概述 | 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 solut | | 圖書封面 |  | | 描述 | .?.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.. | | 出版日期 | Book 2019 | | 關(guān)鍵詞 | Focal points; salience; coordination games; negotiations; Thomas Schelling; game theory; rationality; Conce | | 版次 | 1 | | doi | https://doi.org/10.1007/978-3-030-27901-1 | | isbn_softcover | 978-3-030-27903-5 | | isbn_ebook | 978-3-030-27901-1 | | copyright | The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerl |
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