• Summary
  • Contents
  • Subject index

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.

Commentary: Turning the Tables: Negotiation as the Exogenous Variable
Commentary: Turning the tables: Negotiation as the exogenous variable
Jonathan R.Cohen

Most analytical negotiation research begins, implicitly or explicitly, with two basic questions: (1) What are we seeking to explain, and (2) How are we seeking to explain it?1 In the main, such research has sought to explain the outcome of a negotiation (i.e., the agreement that the parties reached or failed to reach) in terms of variables such as the parties' interests, personal characteristics, relationship, or best alternatives to negotiated agreements (BATNAs). Methodologically, the result of the negotiation is the endogenous variable to be explained in terms of exogenous factors.2 In “Legislators as Negotiators,” David King and Richard Zeckhauser begin by following this standard approach but then ...

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