• 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.

Minimizing Agency Costs in Two–Level Games: Lessons from the Trade Authority Controversies in the United States and the European Union
Minimizing agency costs in two–level games: Lessons from the trade authority controversies in the united states and the european union

We can only reach good deals when we go a bit beyond our instructions.

—Statement by a European trade ambassador

What is the optimal approach for delegating authority to a negotiating agent? The issue has been the object of intense policy debates on both sides of the Atlantic in the past few years. In the United States, the “fast track” procedure has become increasingly contested as members of Congress and the public at large question whether the executive branch is actually committed to taking the kind of stance ...

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