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The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory

In: Focal Points in Negotiation

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  • Jan-Willem van der Rijt

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

Abstract

This chapter provides an overview of the development of focal point theory since the notion was introduced by Schelling in The Strategy of Conflict (1960). It first discusses Schelling’s introduction of the notion of focal point in the context of his bargaining-based analysis of the strategic aspects of the Cold War. Subsequently, it turns to the role played by focal points and salience in coordination games and the controversy over the rationality of focal point coordination. Then, it addresses the way focality and salience affect the way people reason, and discusses a number of empirical findings. Lastly, it offers a tentative illustration of the impact of salience on the rationale underlying the appointment of professional negotiators.

Suggested Citation

  • Jan-Willem van der Rijt, 2019. "The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory," Springer Books, in: Rudolf Schuessler & Jan-Willem van der Rijt (ed.), Focal Points in Negotiation, chapter 0, pages 15-44, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-27901-1_2
    DOI: 10.1007/978-3-030-27901-1_2
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