- 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: The Role of Agents in International Negotiation
In her chapter on international agents, Eileen Babbitt notes four challenges for such agents: multiple principals, shifting mandates, multiple agents, and role conflicts. The first challenge is that international agents often represent amorphous or multiheaded constituencies that may be incapable of offering or maintaining clear and sensible directions. The second challenge is often a consequence of the first: mandates that change with shifts in home politics. The third challenge, multiple agents, is likewise related to the complexity of the principal: Discrete interest groups among the home constituency may empower their own agents, crowding the field and often pursuing divergent and even conflicting agendas.
The fourth challenge, as Babbitt describes it, ...