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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| 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
|
| Pubblicazione: | Thousand Oaks, Calif. ; ; London, : SAGE, c1999 |
| Descrizione fisica: | 1 online resource (345 p.) |
| Disciplina: | 302.3 |
| 658.4052 | |
| Soggetto topico: | Negotiation in business - United States |
| Negotiation - United States | |
| Agency (Law) - United States | |
| Soggetto genere / forma: | Electronic books. |
| Altri autori: |
MnookinRobert H
SusskindLawrence
FosterPacey C
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references. |
| Nota di contenuto: | 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 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 | |
| Sommario/riassunto: | 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. |
| Titolo autorizzato: | Negotiating on behalf of others |
| ISBN: | 0-7619-1326-2 |
| 1-322-41286-3 | |
| 1-4522-2134-0 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910480848503321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |
Serie:
Sage series on negotiation and dispute resolution.