• 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.

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 ...

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