Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else / Edition 1

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Negotiating on Behalf 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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Editorial Reviews

Ten essays from a seminar at Harvard Law School offer a framework to modify conventional negotiation theory, which assumes interaction between two principals, to account for the fact that most people negotiate on behalf of someone else. They look at labor-management relations, international diplomacy, sports agents, legislative processes, and agency law. An annotated bibliography suggests further reading. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9780761913276
  • Publisher: SAGE Publications
  • Publication date: 10/11/1999
  • Series: Negotiation and Dispute Resolution Series, #1
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 348
  • Product dimensions: 7.50 (w) x 9.25 (h) x 0.72 (d)

Table of Contents

Preface - Abram J. Chayes
Introduction - Robert H. Mnookin and Jonathan R. Cohen
Toward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael Watkins
The Shifting Role of Agents in Interest-Based Negotiations - Lawrence E. Susskind
Authority of an Agent - Roger Fisher and Wayne Davis
When is Less Better?
Rational Authority Allocation to an Agent - Max H Bazerman
Minimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis
Lessons from the Trade Authority Controversies in the United States and the European Union
Minimizing Agency Costs - Gordon M. Kaufman
Towards a Testable Theory
The Challenges for International Diplomatic Agents - Eileen F. Babbitt
The Role of Agents in International Negotiation - Bruce Patton
Law and Power in Agency Relationships - Jeswald W. Salacuse
Law and Power in Agency Relationships - Janet Martinez
Agency in the Context of Labor Negotiations - Robert B. Mc Kersie
Agency in the Context of Labor Management - Kathleen Valley
Legislators as Negotiators - David C. King and Richard J. Zeckhauser
Turning the Tables - Jonathan R. Cohen
Negotiation as the Exogenous Variable
First, Let's Kill All the Agents! - Michael Wheeler
Unnecessary Toughness - Brian S. Mandell
Hard Bargaining as an Extreme Sport
Major Themes and Prescriptive Implications - Lawrence E. Susskind and Robert H. Mnookin
Agents in Negotiations - Terri Kurtzberg et al
Toward Testable Propositions
Annotated Bibliography of Selected Sources - Pacey C. Foster and Jonathan R. Cohen

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