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Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else

Author: Robert H Mnookin; Lawrence Susskind; Pacey C Foster
Publisher: Thousand Oaks, Calif. : Sage Publications, ©1999.
Series: Negotiation and dispute resolution.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

Explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others.

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Document Type: Book
All Authors / Contributors: Robert H Mnookin; Lawrence Susskind; Pacey C Foster
ISBN: 0761913262 9780761913269
OCLC Number: 421706264
Description: xi, 332 p. : ill. ; 24 cm.
Contents: Preface - Abram J. ChayesIntroduction - Robert H. Mnookin and Jonathan R. CohenPART ONE: NEGOTIATION THEORY REVISITEDToward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael WatkinsCommentaryThe Shifting Role of Agents in Interest-Based Negotiations - Lawrence E. SusskindAuthority of an Agent - Roger Fisher and Wayne Davis When is Less Better?CommentaryRational Authority Allocation to an Agent - Max H BazermanMinimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis Lessons from the Trade Authority Controversies in the United States and the European UnionCommentaryMinimizing Agency Costs - Gordon M. Kaufman Towards a Testable TheoryPART TWO: AGENCY IN CONTEXTThe Challenges for International Diplomatic Agents - Eileen F. BabbittCommentaryThe Role of Agents in International Negotiation - Bruce PattonLaw and Power in Agency Relationships - Jeswald W. SalacuseCommentaryLaw and Power in Agency Relationships - Janet MartinezAgency in the Context of Labor Negotiations - Robert B. McKersieCommentaryAgency in the Context of Labor Management - Kathleen ValleyLegislators as Negotiators - David C. King and Richard J. ZeckhauserCommentaryTurning the Tables - Jonathan R. Cohen Negotiation as the Exogenous VariableFirst, Let's Kill All the Agents! - Michael WheelerCommentaryUnnecessary Toughness - Brian S. Mandell Hard Bargaining as an Extreme SportPART THREE: PRESCRIPTIVE IMPLICATIONSMajor Themes and Prescriptive Implications - Lawrence E. Susskind and Robert H. MnookinAgents in Negotiations - Terri Kurtzberg et al Toward Testable PropositionsAnnotated Bibliography of Selected Sources - Pacey C. Foster and Jonathan R. Cohen
Series Title: Negotiation and dispute resolution.
Responsibility: edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster.

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