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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: Sage series on negotiation and dispute resolution.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Negotiating on behalf of others.
Thousand Oaks, Calif. : Sage Publications, ©1999
(DLC) 99006667
(OCoLC)41641184
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Robert H Mnookin; Lawrence Susskind; Pacey C Foster
ISBN: 9781452221342 1452221340 9781452225524 1452225524
OCLC Number: 806056492
Description: 1 online resource (xi, 332 pages) : illustrations.
Contents: Toward a theory of representation in negotiation / Joel Cutcher-Gershenfeld and Michael Watkins --
Commentary : The shifting role of agents in interest-based negotiations / Lawrence F. Susskind --
Authority of an agent : when is less better? / Roger Fisher and Wayne Davis --
Commentary : Rational authority allocation to an agent / Max H. Bazerman --
Minimizing agency costs in two-level games : lessons from the trade authority controversies in the United States and the European Union / Kalypso Nicolaïdis --
Commentary : Minimizing agency costs : toward a testable theory / Gordon M. Kaufman --
Challenges for international diplomatic agents / Eileen F. Babbitt --
Commentary : The role of agents in international negotiation / Bruce M. Patton --
Law and power in agency relationships / Jeswald W. Salacuse --
Commentary : Law and power in agency relationships / Janet Martinez --
Agency in the context of labor negotiations / Robert B. McKersie --
Commentary : Agency in the context of labor management / Kathleen Valley --
Legislators as negotiators / David C. King and Richard J. Zeckhauser --
Commentary : Turning the tables : negotiation as the exogenous variable / Jonathan R. Cohen --
First, let's kill all the agents! / Michael Wheeler --
Commentary : Unnecessary toughness : hard bargaining as an extreme sport / Brian S. Mandell --
Major themes and prescriptive implications / Lawrence E. Susskind and Robert H. Mnookin --
Agents in negotiations : toward testable propositions / Terri Kurtzberg [and others].
Series Title: Sage series on negotiation and dispute resolution.
Responsibility: edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster.
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Abstract:

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

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