03898nam 2200733 a 450 991081066980332120240313023011.00-7619-1326-21-322-41286-31-4522-2134-0(CKB)2550000000105309(EBL)1016375(OCoLC)811503314(SSID)ssj0000741538(PQKBManifestationID)12300715(PQKBTitleCode)TC0000741538(PQKBWorkID)10721220(PQKB)10737721(SSID)ssj0000697389(PQKBManifestationID)12340361(PQKBTitleCode)TC0000697389(PQKBWorkID)10691292(PQKB)11060914(MiAaPQ)EBC1016375(OCoLC)806056492(StDuBDS)EDZ0000064024(PPN)235341223(EXLCZ)99255000000010530920120326d1999 fy 0engur|||||||||||txtccrNegotiating on behalf of others advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster1st ed.Thousand Oaks, Calif. ;London SAGEc19991 online resource (xi, 332 p.) illNegotiation and dispute resolutionDescription based upon print version of record.1-4522-2552-4 0-7619-1327-0 Includes bibliographical references.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 ContextChapter 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 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 SportPart 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 AuthorsThis 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.Sage series on negotiation and dispute resolution.Negotiation in businessUnited StatesNegotiationUnited StatesAgency (Law)United StatesNegotiation in businessNegotiationAgency (Law)302.3Mnookin Robert H532073Susskind Lawrence236551Foster Pacey C1621816StDuBDSStDuBDSBOOK9910810669803321Negotiating on behalf of others3955296UNINA