Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else / Edition 1

by Robert H. Mnookin, Lawrence E. Susskind

Overview

Negotiating on Behalf 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.

Product Details

ISBN-13:	9780761913276
Publisher:	SAGE Publications
Publication date:	10/11/1999
Series:	Negotiation and Dispute Resolution , #1
Edition description:	New Edition
Pages:	344
Product dimensions:	6.00(w) x 9.00(h) x (d)

Table of Contents

Preface - Abram J. Chayes
Introduction - Robert H. Mnookin and Jonathan R. Cohen
PART ONE: NEGOTIATION THEORY REVISITED
Toward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael Watkins
Commentary
The Shifting Role of Agents in Interest-Based Negotiations - Lawrence E. Susskind
Authority of an Agent - Roger Fisher and Wayne Davis
When is Less Better?
Commentary
Rational Authority Allocation to an Agent - Max H Bazerman
Minimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis
Lessons from the Trade Authority Controversies in the United States and the European Union
Commentary
Minimizing Agency Costs - Gordon M. Kaufman
Towards a Testable Theory
PART TWO: AGENCY IN CONTEXT
The Challenges for International Diplomatic Agents - Eileen F. Babbitt
Commentary
The Role of Agents in International Negotiation - Bruce Patton
Law and Power in Agency Relationships - Jeswald W. Salacuse
Commentary
Law and Power in Agency Relationships - Janet Martinez
Agency in the Context of Labor Negotiations - Robert B. Mc Kersie
Commentary
Agency in the Context of Labor Management - Kathleen Valley
Legislators as Negotiators - David C. King and Richard J. Zeckhauser
Commentary
Turning the Tables - Jonathan R. Cohen
Negotiation as the Exogenous Variable
First, Let's Kill All the Agents! - Michael Wheeler
Commentary
Unnecessary Toughness - Brian S. Mandell
Hard Bargaining as an Extreme Sport
PART THREE: PRESCRIPTIVE IMPLICATIONS
Major Themes and Prescriptive Implications - Lawrence E. Susskind and Robert H. Mnookin
Agents in Negotiations - Terri Kurtzberg et al
Toward Testable Propositions
Annotated Bibliography of Selected Sources - Pacey C. Foster and Jonathan R. Cohen

Editorial Reviews

Ten essays from a seminar at Harvard Law School offer a framework to modify conventional negotiation theory, which assumes interaction between two principals, to account for the fact that most people negotiate on behalf of someone else. They look at labor-management relations, international diplomacy, sports agents, legislative processes, and agency law. An annotated bibliography suggests further reading. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Booknews