Buy Negotiating on Behalf of Others by Robert H. Mnookin
Book 1
Book 2
Book 3
Book 1
Book 2
Book 3
Book 1
Book 2
Book 3
Book 1
Book 2
Book 3
Home > Business and Economics > Business and Management > Business negotiation > Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)
Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)

Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)


     0     
5
4
3
2
1



Out of Stock


Notify me when this book is in stock
X
About the 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 chairs—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.

Table of Contents:
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 Minimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis Lessons from the Trade Authority Controversies in the United States and the European Union Commentary Minimizing Agency Costs - Gordon M. Kaufman Towards a Testable Theory PART TWO: AGENCY IN CONTEXT The Challenges for International Diplomatic Agents - Eileen F. Babbitt Commentary The Role of Agents in International Negotiation - Bruce Patton Law and Power in Agency Relationships - Jeswald W. Salacuse Commentary Law and Power in Agency Relationships - Janet Martinez Agency in the Context of Labor Negotiations - Robert B. McKersie Commentary Agency in the Context of Labor Management - Kathleen Valley Legislators as Negotiators - David C. King and Richard J. Zeckhauser Commentary Turning the Tables - Jonathan R. Cohen Negotiation as the Exogenous Variable First, Let′s Kill All the Agents! - Michael Wheeler Commentary Unnecessary Toughness - Brian S. Mandell Hard Bargaining as an Extreme Sport PART THREE: PRESCRIPTIVE IMPLICATIONS 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


Best Sellers


Product Details
  • ISBN-13: 9781452221342
  • Publisher: Sage Publications Inc Ebooks
  • Publisher Imprint: SAGE Publications Inc
  • Language: English
  • Series Title: Negotiation and Dispute Resolution
  • ISBN-10: 1452221340
  • Publisher Date: 11 Oct 1999
  • Binding: Digital download and online
  • No of Pages: 344
  • Sub Title: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else


Similar Products

Add Photo
Add Photo

Customer Reviews

REVIEWS      0     
Click Here To Be The First to Review this Product
Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)
Sage Publications Inc Ebooks -
Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)
Writing guidlines
We want to publish your review, so please:
  • keep your review on the product. Review's that defame author's character will be rejected.
  • Keep your review focused on the product.
  • Avoid writing about customer service. contact us instead if you have issue requiring immediate attention.
  • Refrain from mentioning competitors or the specific price you paid for the product.
  • Do not include any personally identifiable information, such as full names.

Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else(Negotiation and Dispute Resolution)

Required fields are marked with *

Review Title*
Review
    Add Photo Add up to 6 photos
    Would you recommend this product to a friend?
    Tag this Book Read more
    Does your review contain spoilers?
    What type of reader best describes you?
    I agree to the terms & conditions
    You may receive emails regarding this submission. Any emails will include the ability to opt-out of future communications.

    CUSTOMER RATINGS AND REVIEWS AND QUESTIONS AND ANSWERS TERMS OF USE

    These Terms of Use govern your conduct associated with the Customer Ratings and Reviews and/or Questions and Answers service offered by Bookswagon (the "CRR Service").


    By submitting any content to Bookswagon, you guarantee that:
    • You are the sole author and owner of the intellectual property rights in the content;
    • All "moral rights" that you may have in such content have been voluntarily waived by you;
    • All content that you post is accurate;
    • You are at least 13 years old;
    • Use of the content you supply does not violate these Terms of Use and will not cause injury to any person or entity.
    You further agree that you may not submit any content:
    • That is known by you to be false, inaccurate or misleading;
    • That infringes any third party's copyright, patent, trademark, trade secret or other proprietary rights or rights of publicity or privacy;
    • That violates any law, statute, ordinance or regulation (including, but not limited to, those governing, consumer protection, unfair competition, anti-discrimination or false advertising);
    • That is, or may reasonably be considered to be, defamatory, libelous, hateful, racially or religiously biased or offensive, unlawfully threatening or unlawfully harassing to any individual, partnership or corporation;
    • For which you were compensated or granted any consideration by any unapproved third party;
    • That includes any information that references other websites, addresses, email addresses, contact information or phone numbers;
    • That contains any computer viruses, worms or other potentially damaging computer programs or files.
    You agree to indemnify and hold Bookswagon (and its officers, directors, agents, subsidiaries, joint ventures, employees and third-party service providers, including but not limited to Bazaarvoice, Inc.), harmless from all claims, demands, and damages (actual and consequential) of every kind and nature, known and unknown including reasonable attorneys' fees, arising out of a breach of your representations and warranties set forth above, or your violation of any law or the rights of a third party.


    For any content that you submit, you grant Bookswagon a perpetual, irrevocable, royalty-free, transferable right and license to use, copy, modify, delete in its entirety, adapt, publish, translate, create derivative works from and/or sell, transfer, and/or distribute such content and/or incorporate such content into any form, medium or technology throughout the world without compensation to you. Additionally,  Bookswagon may transfer or share any personal information that you submit with its third-party service providers, including but not limited to Bazaarvoice, Inc. in accordance with  Privacy Policy


    All content that you submit may be used at Bookswagon's sole discretion. Bookswagon reserves the right to change, condense, withhold publication, remove or delete any content on Bookswagon's website that Bookswagon deems, in its sole discretion, to violate the content guidelines or any other provision of these Terms of Use.  Bookswagon does not guarantee that you will have any recourse through Bookswagon to edit or delete any content you have submitted. Ratings and written comments are generally posted within two to four business days. However, Bookswagon reserves the right to remove or to refuse to post any submission to the extent authorized by law. You acknowledge that you, not Bookswagon, are responsible for the contents of your submission. None of the content that you submit shall be subject to any obligation of confidence on the part of Bookswagon, its agents, subsidiaries, affiliates, partners or third party service providers (including but not limited to Bazaarvoice, Inc.)and their respective directors, officers and employees.

    Accept

    Fresh on the Shelf


    Inspired by your browsing history


    Your review has been submitted!

    You've already reviewed this product!