• 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.

Challenges for International Diplomatic Agents
Challenges for international diplomatic agents
Eileen F.Babbitt

What is meant by “international negotiation?” Embedded in this phrase are three assumptions: Negotiations occur between groups or countries rather than individuals, which makes the use of agents an imperative; they often occur across cultures (racial, ethnic, religious, national); and they sometimes involve an “agent” of the international community, most often the United Nations, or a mediator from an outside country. Thus, for example, the ending of civil war in El Salvador, although not involving two or more cultures, is considered by most analysts to have been an “international” negotiation.

International negotiations encompass everything from treaty talks about climate change to the establishment of cease–fires and peace accords. They can be bilateral or multilateral; be conducted ...

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