Focal Points In Negotiation

Description

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. Front Matter ....Pages i-xvii Introduction: The Significance of Conspicuity (Rudolf Schuessler, Jan-Willem van der Rijt)....Pages 1-14 The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory (Jan-Willem van der Rijt)....Pages 15-44 Focality and Salience in Negotiations: Structuring a Conceptual Space (Rudolf Schuessler)....Pages 45-75 Focal Points and Salient Solutions (Jonas Brown, I. William Zartman)....Pages 77-101 Focal Points in Arms Control (Mikhail Troitskiy)....Pages 103-123 CTBT Negotiations and the Split-the-Difference Principle (Mordechai Melamud, Rudolf Schuessler)....Pages 125-148 Negotiating Peace Agreements: The Value of Focal and Turning Points (Valerie Rosoux, Daniel Druckman)....Pages 149-173 EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International Mediation (Siniša Vuković)....Pages 175-201 Conclusion: Lessons for Theory and Practice (Rudolf Schuessler, Jan-Willem van der Rijt)....Pages 203-219 Back Matter ....Pages 221-232