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Focality and Salience in Negotiations: Structuring a Conceptual Space

In: Focal Points in Negotiation

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  • Rudolf Schuessler

    (University of Bayreuth, Department of Philosophy)

Abstract

This chapter analyses the differences between usues of focality in contexts of negotiation and game-theoretical coordination. The ability to communicate in negotiations is the most important difference between these two contexts. The author argues in detail that this does not mean that focality and salience are obsolete in the context of negotiation. He identifies three crucial problems for the application of focal point analysis to negotiations—divergent perceptions of agents, ambiguous references to terms, and volatile or low expectations about the chances to bring the negotiations to a successful conclusion—and illustrates the impact of these problems by analyzing various paradigmatic focal points, such as natural landmarks and contours of terrain (e.g. mountain ridges, rivers), simple or round numbers, axis of symmetry, geometrical or geographical centers.

Suggested Citation

  • Rudolf Schuessler, 2019. "Focality and Salience in Negotiations: Structuring a Conceptual Space," Springer Books, in: Rudolf Schuessler & Jan-Willem van der Rijt (ed.), Focal Points in Negotiation, chapter 0, pages 45-75, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-27901-1_3
    DOI: 10.1007/978-3-030-27901-1_3
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