Negotiating on behalf of others advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /
"Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It offers a fra...
| Други автори: | Mnookin, Robert H., Susskind, Lawrence., Foster, Pacey C. |
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| Формат: | Електронен |
| Език: | English |
| Публикувано: |
Thousand Oaks, Calif. :
Sage Publications,
℗♭1999.
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| Серия: |
Sage series on negotiation and dispute resolution.
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| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=467075 |
| Подобни документи: |
Print version::
Negotiating on behalf of others. |
| Резюме: |
"Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys and committee chairs - anyone who represents others in a negotiation."--Jacket. |
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| Физически характеристики: |
1 online resource (xi, 332 pages) : illustrations. |
| Библиография: |
Includes bibliographical references. |
| ISBN: |
9781452221342 1452221340 9781452225524 1452225524 |