- 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.
Chapter 8: First, Let's Kill All the Agents!
First, Let's Kill All the Agents!
As negotiating has become an increasingly popular business subject, I have read and heard over and over again that the actual amount of money involved in a negotiation is only one of the crucial items that needs discussion and may indeed not even be among the most important items. As a general rule, this is absolute hogwash!1 (Donald Dell, quoted in Yasser, McCurdy, and Copelrud 1988)
[Howard Slusher] would put an offer on the table and he would not budge. He would hold a player out if the team did not capitulate. He would really go to the mat for his client. He is a very intelligent man and a good negotiator, and everyone in ...