• 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.

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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