Conclusion: Lessons for Theory and Practice

Rudolf Schuessler () and Jan-Willem van der Rijt ()
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Rudolf Schuessler: University of Bayreuth, Department of Philosophy
Jan-Willem van der Rijt: Umeå University, Department of Historical, Philosophical and Religious Studies

Chapter Chapter 9 in Focal Points in Negotiation, 2019, pp 203-219 from Springer

Abstract: 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.

Keywords: Focal points; Strategy; Fairness; Moral disagreement (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-27901-1_9

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DOI: 10.1007/978-3-030-27901-1_9

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