| Description |
xi, 332 pages : illustrations ; 23 cm |
| Series |
Sage series on negotiation and dispute resolution |
|
Sage series on negotiation and dispute resolution.
|
| Contents |
Preface / Abram J. Chayes -- Introduction / Robert H. Mnookin and Jonathan R. Cohen -- Pt. I. Negotiation Theory Revisited. 1. Toward a Theory of Representation in Negotiation / Joel Cutcher-Gershenfeld and Michael Watkins -- Commentary: The Shifting Role of Agents in Interest-Based Negotiations / Lawrence E. Susskind. 2. Authority of an Agent: When Is Less Better? / Roger Fisher and Wayne Davis -- Commentary: Rational Authority Allocation to an Agent / Max H. Bazerman. 3. Minimizing Agency Costs in Two-Level Games: Lessons From the Trade Authority Controversies in the United States and the European Union / Kalypso Nicolaidis -- Commentary: Minimizing Agency Costs: Toward a Testable Theory / Gordon M. Kaufman -- Pt. II. Agency in Context. 4. Challenges for International Diplomatic Agents / Eileen F. Babbitt -- Commentary: The Role of Agents in International Negotiation / Bruce M. Patton. 5. Law and Power in Agency Relationships / Jeswald W. Salacuse |
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Commentary: Law and Power in Agency Relationships / Janet Martinez. 6. Agency in the Context of Labor Negotiations / Robert B. McKersie -- Commentary: Agency in the Context of Labor Management / Kathleen Valley. 7. Legislators as Negotiators / David C. King and Richard J. Zeckhauser -- Commentary: Turning the Tables: Negotiation as the Exogenous Variable / Jonathan R. Cohen. 8. First, Let's Kill All the Agents! / Michael Wheeler -- Commentary: Unnecessary Toughness: Hard Bargaining as an Extreme Sport / Brian S. Mandell -- Pt. III. Prescriptive Implications. 9. Major Themes and Prescriptive Implications / Lawrence E. Susskind and Robert H. Mnookin. 10. Agents in Negotiations: Toward Testable Propositions / Terri Kurtzberg, Don Moore and Kathleen Valley / [et al.] -- Annotated Bibliography of Selected Sources / Pacey C. Foster and Jonathan R. Cohen |
| Summary |
"Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It 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 chairs - anyone who represents others in a negotiation."--BOOK JACKET |
| Notes |
Description based upon print version of record |
| Bibliography |
Includes bibliographical references and index |
| Audience |
Specialized |
| Notes |
English |
|
Description based on print version record |
| Subject |
Agency (Law) -- United States.
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Negotiation in business -- United States.
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Negotiation -- United States.
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| Author |
Foster, Pacey C.
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Mnookin, Robert H.
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Susskind, Lawrence.
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| LC no. |
99006667 |
| ISBN |
0761913262 (cased) |
|
0761913270 (paperback) |
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