• 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.

Legislators as Negotiators
Legislators as negotiators
David C.King
Richard J.Zeckhauser

All laws are born of negotiations. Politicians are the negotiators, yet they also act as agents, with constituents and other politicians as their principals. The settings and contexts for these negotiations, however, contrast sharply with those for lawyers, business executives, and sports agents, who are usually blessed with unified principals, quiet negotiation rooms, and the task of completing a single deal. Politicians often negotiate in a bubble, with interest groups, and with the media watching. Their constituents rarely speak with a single clear voice. Negotiations on dozens of issues happen simultaneously, some failing and some succeeding. This chapter introduces the interesting and distinctive world of legislative negotiations within the principal–agent framework. We discuss the role, mission, and authority ...

  • Loading...
locked icon

Sign in to access this content

Get a 30 day FREE TRIAL

  • Watch videos from a variety of sources bringing classroom topics to life
  • Read modern, diverse business cases
  • Explore hundreds of books and reference titles