• 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.

Robert H.MnookinJonathan R.Cohen

Attorneys structuring settlements for clients, diplomats drafting treaties on behalf of governments, sports agents representing athletes, managers bargaining with union representatives—agents participate in many negotiations. At times, this is a matter of practical necessity. How could nations, companies, and unions negotiate if not through agents? At other times, a principal has the option of negotiating directly but elects to use an agent, believing that the agent will produce better results. A professional athlete may know little about high–stakes salary negotiations. A lawyer might be willing to push harder on an issue than the party directly involved. How do agents affect negotiations? How should principals and agents act when negotiations involve agents? The purpose of this book is to systematically explore the impact ...

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