Previous Chapter Chapter 10: Agents in Negotiations: Toward Testable Propositions

Jerri Kurtzberg, Don Moore, Kathleen Valley & Max H. Bazerman

In: Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

Chapter 10: Agents in Negotiations: Toward Testable Propositions

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Agents in Negotiations: Toward Testable Propositions
Agents in negotiations: Toward testable propositions
JerriKurtzbergDonMooreKathleenValleyMax H.Bazerman

The chapters in this volume provide a fascinating set of ideas that we expect can vitalize a critical, yet underdeveloped, part of the negotiation literature—the role of agents. Our goal in this chapter is to funnel the wealth of ideas in this volume into a set of testable propositions that can build on and further develop the scientific study of the role of agents in negotiation. We hope that this organization will increase the likelihood that these chapters provide a springboard for research in this critical set of negotiation issues. The first step in our chapter is to quickly review existing empirical work on the effects of agents in negotiation and attempt to ...

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