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Robert H.MnookinJonathan R.Cohen

Attorneys structuring settlements for clients, diplomats drafting treaties on behalf of governments, sports agents representing athletes, managers bargaining with union representatives—agents participate in many negotiations. At times, this is a matter of practical necessity. How could nations, companies, and unions negotiate if not through agents? At other times, a principal has the option of negotiating directly but elects to use an agent, believing that the agent will produce better results. A professional athlete may know little about high–stakes salary negotiations. A lawyer might be willing to push harder on an issue than the party directly involved. How do agents affect negotiations? How should principals and agents act when negotiations involve agents? The purpose of this book is to systematically explore the impact ...

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