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Record Nr. |
UNINA9910480848503321 |
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Titolo |
Negotiating on behalf of others [[electronic resource] ] : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else / / edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster |
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Pubbl/distr/stampa |
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Thousand Oaks, Calif. ; ; London, : SAGE, c1999 |
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ISBN |
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0-7619-1326-2 |
1-322-41286-3 |
1-4522-2134-0 |
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Descrizione fisica |
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1 online resource (345 p.) |
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Collana |
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Negotiation and dispute resolution |
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Altri autori (Persone) |
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MnookinRobert H |
SusskindLawrence |
FosterPacey C |
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Disciplina |
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Soggetti |
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Negotiation in business - United States |
Negotiation - United States |
Agency (Law) - United States |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references. |
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Nota di contenuto |
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Cover; Contents; Preface; Introduction; Part I - Negotiation Theory Revisited; Chapter 1 - Toward a Theory of Representation in Negotiation; Commentary - The Shifting Role of Agents in Interest-Based Negotiations; Chapter 2 - Authority of an Agent:When Is Less Better?; Commentary - Rational Authority Allocation to an Agent; Chapter 3 - Minimizing Agency Costs in Two-Level Games: Lessons From the Trade Authority Controversies in the United States and the European Union; Commentary - Minimizing Agency Costs:Toward a Testable Theory; Part II - Agency in Context |
Chapter 4 - Challenges for International Diplomatic AgentsCommentary - The Role of Agents in International Negotiation; Chapter 5 - Law and Power in Agency Relationships; Commentary - Law and Power in Agency Relationships; Chapter 6 - Agency in the Context of Labor |
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Negotiations; Commentary - Agency in the Context of Labor Management; Chapter 7 - Legislators as Negotiators; Commentary - Turning the Tables: Negotiation as the Exogenous Variable; Chapter 8 - First, Let's Kill All the Agentsl; Commentary - Unnecessary Toughness: Hard Bargaining as an Extreme Sport |
Part III - Prescriptive ImplicationsChapter 9 - Major Themes and Prescriptive Implications; Chapter 10 - Agents in Negotiations:Toward Testable Propositions; Annotated Bibliography of Selected Sources; Index; About the Authors |
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Sommario/riassunto |
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This volume explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. It includes labour-management relations, international diplomacy, sports agents, legislative process and agency law. |
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