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Focal Points in Negotiation

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Cover of 'Focal Points in Negotiation'

Table of Contents

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    Book Overview
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    Chapter 1 Introduction: The Significance of Conspicuity
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    Chapter 2 The Quest for a Rational Explanation: An Overview of the Development of Focal Point Theory
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    Chapter 3 Focality and Salience in Negotiations: Structuring a Conceptual Space
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    Chapter 4 Focal Points and Salient Solutions
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    Chapter 5 Focal Points in Arms Control
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    Chapter 6 CTBT Negotiations and the Split-the-Difference Principle
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    Chapter 7 Negotiating Peace Agreements: The Value of Focal and Turning Points
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    Chapter 8 EU Mediation in Montenegro: Satisficing, Formulation and Manipulation in International Mediation
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    Chapter 9 Conclusion: Lessons for Theory and Practice
Attention for Chapter 4: Focal Points and Salient Solutions
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Chapter title
Focal Points and Salient Solutions
Chapter number 4
Book title
Focal Points in Negotiation
Published by
Palgrave Macmillan, Cham, December 2019
DOI 10.1007/978-3-030-27901-1_4
Book ISBNs
978-3-03-027900-4, 978-3-03-027901-1
Authors

Jonas Brown, I. William Zartman, Brown, Jonas, Zartman, I. William

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