• 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.

Law and Power in Agency Relationships
Law and power in agency relationships
Jeswald W.Salacuse

The complexity of modern transactions and organizations makes the use of agents in negotiation the rule, rather than the exception, in virtually all areas of life. Diplomats in treaty negotiations are agents for their governments, executives in merger discussions are agents for their corporations, and labor leaders in wage talks are agents for their unions. Although commentators often speak of the agency relationship as though it were a single type, different kinds of relationships between agent and principal exist both in fact and in law.

The specific nature of the relationship between principal and agent can profoundly affect the negotiation that the agent conducts. Two important contextual variables shaping agency relationships are law and ...

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