Introduction : The Significance of Conspicuity

Titelangaben

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

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Abstract

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.