• 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.

Commentary: Agency in the Context of Labor Management
Commentary: Agency in the context of labor management

In his chapter, “Agency in the Context of Labor Negotiations,” McKersie provides some useful examples of agency issues and best practices in labor management relations. Through this presentation, he hopes to provide useful insights for other agency–assisted negotiations. In my response to his chapter, I outline what I see as the most valuable contributions he provides and suggest areas in which the study of agency in labor–management contexts could provide further understanding and direction for negotiations in general. McKersie presents a number of important features of the agent role in labor management negotiations. Below, I highlight five of the features introduced by McKersie and present further questions and challenges in ...

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