Focal Points in Negotiation
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
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Focal Points in Negotiation
Rudolf Schuessler · Jan-Willem van der Rijt Editors
Focal Points in Negotiation
Editors Rudolf Schuessler Department of Philosophy University of Bayreuth Bayreuth, Bavaria, Germany
Jan-Willem van der Rijt Department of Historical, Philosophical and Religious Studies Umeå University Umeå, Sweden
ISBN 978-3-030-27900-4 ISBN 978-3-030-27901-1 (eBook) https://doi.org/10.1007/978-3-030-27901-1 © The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2019 This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, expressed or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. This Palgrave Macmillan imprint is published by the registered company Springer Nature Switzerland AG The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland
Acknowledgements
This book has been some time in the making, and we thank all who have directly or indirectly contributed to its gestation. Special thanks go to the participants of the Copenhagen Workshop on focal points in negotiations (jointly organized by CRIC and PIN, September 2014), who discussed the subject matter of the book with us offering very helpful encouragement, comments and critique. Rudolf Schuessler would like to thank the German Federal Ministry of Research for funding (SoKo and InTrans Projects, FONA grants 01UN1204E and 01UT1411C). We are grateful to Sarah Roughley and Oliver Foster for their support and handling of the volume for Palgrave Macmillan, to Niki Rodousakis for improving and harmonizing the English of the work and to Juliane Friedrich for her help with editing. An earlier version of Chapter 7 ‘Negotiating Peace Agreements: The Value of Focal and Turning Points’ by Valerie Rosoux and Daniel Druckman was published in Negotiation Journal (2016, Vol. 32, Issue 2). We are grateful to the editors of Negotiation Journal for their permission to incorpora
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