Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
Robert H. Mnookin, Lawrence E. Susskind
SAGE Publications, Oct 11, 1999 - Language Arts & Disciplines - 344 pages
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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Part I Negotiation Theory Revisited
Chapter 1 Toward a Theory of Representation in Negotiation
Commentary The Shifting Role of Agents in InterestBased Negotiations
When Is Less Better?
Commentary Rational Authority Allocation to an Agent
Lessons From the Trade Authority Controversies in the United States and the European Union
Toward a Testable Theory
Chapter 6 Agency in the Context of Labor Negotiations
Commentary Agency in the Context of Labor Management
Chapter 7 Legislators as Negotiators
Negotiation as the Exogenous Variable
Chapter 8 First Lets Kill All the Agentsl
Hard Bargaining as an Extreme Sport
Part III Prescriptive Implications
Chapter 9 Major Themes and Prescriptive Implications
Part II Agency in Context
Chapter 4 Challenges for International Diplomatic Agents
Commentary The Role of Agents in International Negotiation
Chapter 5 Law and Power in Agency Relationships
Commentary Law and Power in Agency Relationships