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Introduction: The Significance of Conspicuity

In: Focal Points in Negotiation

Author

Listed:
  • Rudolf Schuessler

    (University of Bayreuth, Department of Philosophy)

  • Jan-Willem van der Rijt

    (Umeå University, Department of Historical, Philosophical and Religious Studies)

Abstract

This chapter 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.

Suggested Citation

  • Rudolf Schuessler & Jan-Willem van der Rijt, 2019. "Introduction: The Significance of Conspicuity," Springer Books, in: Rudolf Schuessler & Jan-Willem van der Rijt (ed.), Focal Points in Negotiation, chapter 0, pages 1-14, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-27901-1_1
    DOI: 10.1007/978-3-030-27901-1_1
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