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

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.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.Preface - Abram J. Chayes
Introduction - Robert H. Mnookin and Jonathan R. Cohen
PART ONE: NEGOTIATION THEORY REVISITED
Toward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael Watkins
Commentary
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?
Commentary
Rational Authority Allocation to an Agent - Max H Bazerman
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