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Focal Points in Negotiation

By Rudolf Schuessler (Editor), Jan-Willem van der Rijt (Editor)
eBook
$99.00
By Rudolf Schuessler (Editor), Jan-Willem van der Rijt (Editor)
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​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, mod...

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