Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

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Robert H. Mnookin, Lawrence E. Susskind
SAGE Publications, Oct 11, 1999 - Language Arts & Disciplines - 344 pages
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Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others.

Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation.

Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law

The book concludes with suggestions for future research and specific advice for practitioners.

 

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Contents

Introduction
1
Part I Negotiation Theory Revisited
21
Chapter 1 Toward a Theory of Representation in Negotiation
23
Commentary The Shifting Role of Agents in InterestBased Negotiations
52
When Is Less Better?
59
Commentary Rational Authority Allocation to an Agent
81
Lessons From the Trade Authority Controversies in the United States and the European Union
87
Toward a Testable Theory
127
Chapter 6 Agency in the Context of Labor Negotiations
181
Commentary Agency in the Context of Labor Management
196
Chapter 7 Legislators as Negotiators
203
Negotiation as the Exogenous Variable
226
Chapter 8 First Lets Kill All the Agentsl
235
Hard Bargaining as an Extreme Sport
263
Part III Prescriptive Implications
273
Chapter 9 Major Themes and Prescriptive Implications
275

Part II Agency in Context
133
Chapter 4 Challenges for International Diplomatic Agents
135
Commentary The Role of Agents in International Negotiation
151
Chapter 5 Law and Power in Agency Relationships
157
Commentary Law and Power in Agency Relationships
176
Toward Testable Propositions
283
Annotated Bibliography of Selected Sources
299
Index
317
About the Authors
326
Copyright

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