Negotiating on Behalf of Others
eBook - PDF

Negotiating on Behalf of Others

Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

  1. 344 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

Negotiating on Behalf of Others

Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

About this book

Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys, and committee chairsā€”anyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on "complicating factors" in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.

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Yes, you can access Negotiating on Behalf of Others by Robert H. Mnookin,Lawrence E. Susskind, Robert H. Mnookin, Lawrence E. Susskind in PDF and/or ePUB format, as well as other popular books in Languages & Linguistics & Communication Studies. We have over one million books available in our catalogue for you to explore.
PART
IĀ 
NegotiationĀ 
TheoryĀ 
RevisitedĀ 

Table of contents

  1. Cover
  2. Contents
  3. Preface
  4. Introduction
  5. Part I - Negotiation Theory Revisited
  6. Chapter 1 - Toward a Theory of Representation in Negotiation
  7. Commentary - The Shifting Role of Agents in Interest-Based Negotiations
  8. Chapter 2 - Authority of an Agent:When Is Less Better?
  9. Commentary - Rational Authority Allocation to an Agent
  10. Chapter 3 - Minimizing Agency Costs in Two-Level Games: Lessons From the Trade Authority Controversies in the United States and the European Union
  11. Commentary - Minimizing Agency Costs:Toward a Testable Theory
  12. Part II - Agency in Context
  13. Chapter 4 - Challenges for International Diplomatic Agents
  14. Commentary - The Role of Agents in International Negotiation
  15. Chapter 5 - Law and Power in Agency Relationships
  16. Commentary - Law and Power in Agency Relationships
  17. Chapter 6 - Agency in the Context of Labor Negotiations
  18. Commentary - Agency in the Context of Labor Management
  19. Chapter 7 - Legislators as Negotiators
  20. Commentary - Turning the Tables: Negotiation as the Exogenous Variable
  21. Chapter 8 - First, Let's Kill All the Agentsl
  22. Commentary - Unnecessary Toughness: Hard Bargaining as an Extreme Sport
  23. Part III - Prescriptive Implications
  24. Chapter 9 - Major Themes and Prescriptive Implications
  25. Chapter 10 - Agents in Negotiations:Toward Testable Propositions
  26. Annotated Bibliography of Selected Sources
  27. Index
  28. About the Authors