000			01941nam a22002895i 4500
001			91667
005			20240429095100.0
010			_a978-3-030-27901-1 _dcompra
090			_a91667
100			_a20231023d2019 k||y0pory50 ba
101	0		_aeng
102			_aCH _bCham
200	1		_aFocal points in negotiation _bDocumento eletrónico _fedited by Rudolf Schuessler, Jan-Willem van der Rijt
210			_aCham _cSpringer International Publishing _cPalgrave Macmillan _d2019
215			_aXVII, 232 p. _cil.
303			_aFocal 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.
606			_99621 _aTeoria dos jogos
606			_913608 _aNegociação
680			_aQA269
702			_972858 _aSchuessler _bRudolf _4340
702			_972859 _avan der Rijt _bJan-Willem _4340
801		0	_aPT _gRPC
856	4		_uhttps://doi.org/10.1007/978-3-030-27901-1
942			_2lcc _cF _n0