• 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.

Agency in the Context of Labor Negotiations
Agency in the context of labor negotiations
Robert B.McKersie

The earliest writings about collective bargaining recognized the important fact that agency was a key part of the system. Embedded in the actions of organizing workers came the reality that the union would serve as a representative for the workers that it sought to enroll and speak for in dealing with management. Correspondingly, on the management side of the equation, although the agency role has not been as explicit, it has been just as real. The chief negotiator for the employer is a representative or agent for the interests that management brings to the employment relationship.

I see my assignment in this chapter as elucidating the dilemmas and presenting some examples of ...

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