• 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: Minimizing Agency Costs: Toward a Testable Theory
Commentary: Minimizing agency costs: Toward a testable theory
Gordon M.Kaufman

When an agent must negotiate for multiple principals with another agent who also represents multiple principals, what principles should guide the choice of the agents' mandates? What is the effect on agency costs? What is the probability of striking a deal acceptable to all parties? Do these principles lead to an “optimal” mandate? What lessons do we learn by “backing up” and examining the implications of a prescriptive framework of assumptions about “reasonable” criteria that a mandate must obey? For example, do we better understand conditions under which a “tight” mandate is preferred to a “loose” mandate? Do operationally meaningful “rules of thumb” emerge? In short, if I am ...

  • Loading...
locked icon

Sign in to access this content

Get a 30 day FREE TRIAL

  • Watch videos from a variety of sources bringing classroom topics to life
  • Read modern, diverse business cases
  • Explore hundreds of books and reference titles