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035   $a(OCoLC)811503314
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100   $a19990618d1999      uy         0
101 0 $aeng
135   $aur|||||||||||
181   $ctxt
182   $cc
183   $acr
200 00$aNegotiating on behalf of others $eadvice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /$fedited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster
205   $a1st ed.
210   $aThousand Oaks, Calif. $cSage Publications$dc1999
215   $a1 online resource (xi, 332 p.) $cill
225 1 $aNegotiation and dispute resolution
300   $aDescription based upon print version of record.
311 08$a9781452225524 
311 08$a1452225524 
311 08$a9780761913276 
311 08$a0761913270 
320   $aIncludes bibliographical references.
327   $aCover; 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
327   $aChapter 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 Sport
327   $aPart 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
330 8 $aThis volume explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. It includes labour-management relations, international diplomacy, sports agents, legislative process and agency law.
410  0$aSage series on negotiation and dispute resolution.
606   $aNegotiation in business$zUnited States
606   $aNegotiation$zUnited States
606   $aAgency (Law)$zUnited States
615  0$aNegotiation in business
615  0$aNegotiation
615  0$aAgency (Law)
676   $a302.3
701   $aMnookin$b Robert H$0532073
701   $aSusskind$b Lawrence$0236551
701   $aFoster$b Pacey C$01621816
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910810669803321
996   $aNegotiating on behalf of others$93955296
997   $aUNINA