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Lessons for theory and practice
University of Bayreuth, Department of Philosophy.
Umeå University, Faculty of Arts, Department of historical, philosophical and religious studies.
2020 (English)In: Focal points in negotiation / [ed] Rudolf Schuessler & Jan-Willem van der Rijt, Palgrave Macmillan, 2020, p. 203-219Chapter in book (Refereed)
Abstract [en]

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.

Place, publisher, year, edition, pages
Palgrave Macmillan, 2020. p. 203-219
Keywords [en]
Focal points, Strategy, Fairness, Moral disagreement
National Category
Political Science Economics Philosophy
Identifiers
URN: urn:nbn:se:umu:diva-165617DOI: 10.1007/978-3-030-27901-1_9Scopus ID: 2-s2.0-85088156000ISBN: 9783030279004 (print)ISBN: 9783030279011 (electronic)OAI: oai:DiVA.org:umu-165617DiVA, id: diva2:1374254
Available from: 2019-11-29 Created: 2019-11-29 Last updated: 2023-03-23Bibliographically approved

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van der Rijt, Jan-Willem

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CiteExportLink to record
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Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf