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Negotiating on Behalf of Others : Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else - Robert H. Mnookin

Negotiating on Behalf of Others

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

By: Robert H. Mnookin (Editor), Lawrence E. Susskind (Editor)

Paperback Published: 11th October 1999
ISBN: 9780761913276
Number Of Pages: 344

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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
Introduction
Negotiation Theory Revisited
Toward a Theory of Representation in Negotiation
Commentary
The Shifting Role of Agents in Interest-Based Negotiations
Authority of an Agent
When is Less Better?
Commentary
Rational Authority Allocation to an Agent
Minimizing Agency Costs in Two-Level Games
Lessons from the Trade Authority Controversies in the United States and the European Union
Commentary
Minimizing Agency Costs
Towards a Testable Theory
Agency In Context
The Challenges for International Diplomatic Agents
Commentary
The Role of Agents in International Negotiation
Law and Power in Agency Relationships
Commentary
Law and Power in Agency Relationships
Agency in the Context of Labor Negotiations
Commentary
Agency in the Context of Labor Management
Legislators as Negotiators
Commentary
Turning the Tables
Negotiation as the Exogenous Variable
First, Let's Kill All the Agents!
Commentary
Unnecessary Toughness
Hard Bargaining as an Extreme Sport
Prescriptive Implications
Major Themes and Prescriptive Implications
Agents in Negotiations
Toward Testable Propositions
Annotated Bibliography of Selected Sources
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780761913276
ISBN-10: 0761913270
Series: Negotiation and Dispute Resolution
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 344
Published: 11th October 1999
Country of Publication: US
Dimensions (cm): 23.6 x 18.87  x 1.93
Weight (kg): 0.59

Earn 400 Qantas Points
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