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.
Part I: Negotiation Theory Revisited
- Chapter 1: Toward a Theory of Representation in Negotiation
- Commentary: The Shifting Role of Agents in Interest–Based Negotiations
- Chapter 2: Authority of an Agent: When is Less Better?
- Commentary: Rational Authority Allocation to an Agent
- Chapter 3: Minimizing Agency Costs in Two–Level Games: Lessons from the Trade Authority Controversies in the United States and the European Union
- Commentary: Minimizing Agency Costs: Toward a Testable Theory
Part II: Agency in Context
- Chapter 4: Challenges for International Diplomatic Agents
- Commentary: The Role of Agents in International Negotiation
- Chapter 5: Law and Power in Agency Relationships
- Commentary: Law and Power in Agency Relationships
- Chapter 6: Agency in the Context of Labor Negotiations
- Commentary: Agency in the Context of Labor Management
- Chapter 7: Legislators as Negotiators
- Commentary: Turning the Tables: Negotiation as the Exogenous Variable
- Chapter 8: First, Let's Kill All the Agents!
- Commentary: Unnecessary Toughness: Hard Bargaining as an Extreme Sport
Part III: Prescriptive Implications