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Conclusion: Lessons for Theory and Practice

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

In this chapter, the editors bring together insights from the individual chapters, to draw a number of lessons regarding the role(s) of focal points in negotiations. Focality can be used to gain a strategic advantage during the negotiation process, either by starting a dynamic that favors one’s own cause, or to block any such dynamics from getting off the ground if they are deemed detrimental to one’s interests. Focal points do more than serve such tactical purposes, however. They can also have an important function in effectively communicating the outcome of negotiations to the wider public and even serve distinctly moral purposes, contributing to the emergence of fair solutions to situations characterized by reasonable moral disagreement.

Suggested Citation

  • Rudolf Schuessler & Jan-Willem van der Rijt, 2019. "Conclusion: Lessons for Theory and Practice," Springer Books, in: Rudolf Schuessler & Jan-Willem van der Rijt (ed.), Focal Points in Negotiation, chapter 0, pages 203-219, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-27901-1_9
    DOI: 10.1007/978-3-030-27901-1_9
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