Focal Points and Salient Solutions

Jonas Brown () and I. William Zartman ()
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Jonas Brown: Middle East Institute
I. William Zartman: Johns Hopkins University, School of Advanced International Studies (SAIS)

Chapter Chapter 4 in Focal Points in Negotiation, 2019, pp 77-101 from Springer

Abstract: Abstract This chapter examines the ways in which negotiators might tighten and usefully apply the concept of focal points. Discussing a wealth of practical examples, it highlights two primary applications of focal points in negotiations: (1) their role in framing and reframing the issue(s) and thereby in the shaping of the negotiation, and (2) their role in facilitating concession and compensation. The authors exhibit the practical importance of focal points by demonstrating the utility of focal points in streamlining multi-party, multi-issue negotiations. They conclude that both negotiators and mediators stand to benefit from a thorough knowledge of the ways focality functions and the manner focal points can be used to facilitate or manipulate the successful outcome of negotiations.

Keywords: Negotiations; Framing; Concessions; Cases (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_4

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DOI: 10.1007/978-3-030-27901-1_4

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