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. |
|---|---|
| Формат: | Електронен |
| Език: | English |
| Публикувано: |
Thousand Oaks, Calif. :
Sage Publications,
℗♭1999.
|
| Серия: |
Sage series on negotiation and dispute resolution.
|
| 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. |
Съдържание:
- Toward a theory of representation in negotiation / Joel Cutcher-Gershenfeld and Michael Watkins
- Commentary : The shifting role of agents in interest-based negotiations / Lawrence F. Susskind
- Authority of an agent : when is less better? / Roger Fisher and Wayne Davis
- Commentary : Rational authority allocation to an agent / Max H. Bazerman
- Minimizing agency costs in two-level games : lessons from the trade authority controversies in the United States and the European Union / Kalypso Nicolaidis
- Commentary : Minimizing agency costs : toward a testable theory / Gordon M. Kaufman
- Challenges for international diplomatic agents / Eileen F. Babbitt
- Commentary : The role of agents in international negotiation / Bruce M. 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. McKersie
- Commentary : Agency in the context of labor management / Kathleen Valley
- Legislators as negotiators / David C. King and Richard J. Zeckhauser
- Commentary : Turning the tables : negotiation as the exogenous variable / Jonathan R. Cohen
- First, let's kill all the agents! / Michael Wheeler
- Commentary : Unnecessary toughness : hard bargaining as an extreme sport / Brian S. Mandell
- Major themes and prescriptive implications / Lawrence E. Susskind and Robert H. Mnookin
- Agents in negotiations : toward testable propositions / Terri Kurtzberg [and others].