• 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.

Major Themes and Prescriptive Implications
Major themes and prescriptive implications
Lawrence E.Susskind
Robert H.Mnookin

When we began our year–long seminar “Agents in Negotiation,” we had no idea how we would conclude. Our strategy was to consider agents as a “complicating factor,” that is, as one of approximately half a dozen features that make a negotiation complex. Such factors might include the cultural diversity of the parties, the presence of neutrals, the gender of the parties, the scientific or technical complexity of the issues under discussion, and the number of stakeholding group—any factor, that is, that may require elaboration of the basic model(s) or theory upon which negotiation practice is based. We were also committed to bringing together as many disciplinary perspectives as we could. If we were going ...

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