• 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.

Authority of an Agent: When is Less Better?
Authority of an agent: When is less better?

This book proceeds from the premise that negotiations through an agent are the norm, not the exception. We can safely assume that in most such cases, the principal expects to get better results through use of an agent or at least to incur lower transaction costs than if he handled the negotiation personally. Principals carry this optimistic expectation, in most cases reasonably so, despite the considerable risks and difficulties discussed elsewhere in this volume.

Nevertheless, every principal faces the challenge of how to instruct the agent so as to maximize the agent's prospects of achieving on behalf of the principal the best possible results in the negotiation. Although there are many ...

  • 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