• 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: Unnecessary Toughness: Hard Bargaining as an Extreme Sport
Commentary: Unnecessary toughness: Hard bargaining as an extreme sport
Brian S.Mandell

Participants in a growing number of domains of negotiation—labor, family, corporate, environmental, and international—have discovered the many benefits of interest–based, mutual–gains bargaining. In the domain of professional sports, however, resistance to a more cooperative problem–solving approach to negotiation remains high. Hard bargaining continues to prevail in sports negotiation and crowds out possibilities and incentives for generating innovative approaches to value creation and relationship building, as Michael Wheeler argues in his chapter, despite opportunities for more creative and effective approaches to structuring deals.

What is it about the structure of professional sports negotiations and the particular institutional context in which these negotiations unfold that makes hard bargaining apparently so ...

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