- 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: Rational Authority Allocation to an Agent
In their chapter, “Authority of An Agent: When Is Less Better?/” Fisher and Davis address a critical question facing individuals who manage negotiators: What should be the nature of the authority given to an agent? In this fascinating and provocative chapter, Fisher and Davis provide compelling arguments against even asking the question “How much authority should I grant the agent?” and instead argue that the question should be “When should I grant authority to an agent?” Although I generally agree with the shift from “how much” to “when,” I will argue for an additional shift to “what kind of information should I give to an agent?”
My comments are guided by my ...