• 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.

Toward a Theory of Representation in Negotiation
Toward a theory of representation in negotiation
JoelCutcher-GershenfeldMichaelWatkins

If lam not for myself who will be for me?

If am not for others, what am I?

If not now, when?

—Hillel (Pirke Avot)

A union leader and a plant manager are engaged in a discussion about potential outsourcing of jobs. Clearly, both are representing the interests of others, but what do we mean when we say that the union leader is representing the membership? What do we mean when we say that the plant manager is representing the corporation? The union leader also brings to the table the interests of the international union, a particular caucus in the local union's political structure, her own political aspirations, and a broad vision of where the union ...

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