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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
| 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 |
| Pubbl/distr/stampa | Thousand Oaks, Calif. ; ; London, : SAGE, c1999 |
| Descrizione fisica | 1 online resource (345 p.) |
| Disciplina |
302.3
658.4052 |
| Altri autori (Persone) |
MnookinRobert H
SusskindLawrence FosterPacey C |
| Collana | Negotiation and dispute resolution |
| Soggetto topico |
Negotiation in business - United States
Negotiation - United States Agency (Law) - United States |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-7619-1326-2
1-322-41286-3 1-4522-2134-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910480848503321 |
| Thousand Oaks, Calif. ; ; London, : SAGE, c1999 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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
| 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 |
| Pubbl/distr/stampa | Thousand Oaks, Calif. ; ; London, : SAGE, c1999 |
| Descrizione fisica | 1 online resource (xi, 332 p.) : ill |
| Disciplina | 302.3 |
| Altri autori (Persone) |
MnookinRobert H
SusskindLawrence FosterPacey C |
| Collana | Negotiation and dispute resolution |
| Soggetto topico |
Negotiation in business - United States
Negotiation - United States Agency (Law) - United States |
| ISBN |
0-7619-1326-2
1-322-41286-3 1-4522-2134-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910779113103321 |
| Thousand Oaks, Calif. ; ; London, : SAGE, c1999 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Negotiating 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. Foster
| Negotiating 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. Foster |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Thousand Oaks, Calif., : Sage Publications, c1999 |
| Descrizione fisica | 1 online resource (xi, 332 p.) : ill |
| Disciplina | 302.3 |
| Altri autori (Persone) |
MnookinRobert H
SusskindLawrence FosterPacey C |
| Collana | Negotiation and dispute resolution |
| Soggetto topico |
Negotiation in business - United States
Negotiation - United States Agency (Law) - United States |
| ISBN |
9780761913269
0761913262 9781322412863 1322412863 9781452221342 1452221340 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910810669803321 |
| Thousand Oaks, Calif., : Sage Publications, c1999 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||