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Introduction : The Significance of Conspicuity

Title data

Schuessler, Rudolf ; van der Rijt, Jan-Willem:
Introduction : The Significance of Conspicuity.
In: Schuessler, Rudolf ; van der Rijt, Jan-Willem (ed.): Focal Point in Negotiation. - Cham : Palgrave-Macmillan , 2019 . - pp. 1-14
ISBN 978-3-030-27901-1
DOI: https://doi.org/10.1007/978-3-030-27901-1_1

Project information

Project financing: Bundesministerium für Bildung und Forschung

Abstract in another language

Chapter 1 (Introduction) introduces the notion of focal points and juxtaposes the standard contexts in which focal points are usually analyzed (mathematical game theory [especially coordination games] and carefully controlled experimental laboratory settings) with the practical contexts of negotiations. It highlights the fundamental differences between these contexts, establishing the need of examining in detail the way focal points function in complex, real world settings. Making the case that negotiations offer a directly practical field where the importance of salience and focality is evident, it also shows that the ways focal points function in negotiations are much richer and more varied than an exclusive preoccupation with the context of pure coordination may initially suggest.

Further data

Item Type: Article in a book
Refereed: No
Keywords: Focal points; salience; coordination games; negotiation
Institutions of the University: Faculties > Faculty of Cultural Studies > Department of Philosophy > Chair Philosophy II > Chair Philosophy II - Univ.-Prof. Dr. Rudolf Schüßler
Result of work at the UBT: Yes
DDC Subjects: 100 Philosophy and psychology > 100 Philosophy
300 Social sciences > 320 Political science
Date Deposited: 08 Jan 2020 09:11
Last Modified: 08 Jan 2020 09:11
URI: https://eref.uni-bayreuth.de/id/eprint/53668