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Negotiating on Behalf of Others
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Negotiating on Behalf of Others
Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

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October 1999 | 344 pages | SAGE Publications, Inc
Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys, and committee chairs—anyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on "complicating factors" in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.

Abram J. Chayes
Preface
Robert H. Mnookin and Jonathan R. Cohen
Introduction
 
PART ONE: NEGOTIATION THEORY REVISITED
Joel Cutcher-Gershenfield and Michael Watkins
Toward a Theory of Representation in Negotiation
 
Commentary
Lawrence E. Susskind
The Shifting Role of Agents in Interest-Based Negotiations
Roger Fisher and Wayne Davis
Authority of an Agent
When is Less Better?

 
 
Commentary
Max H Bazerman
Rational Authority Allocation to an Agent
Kalypso Nicolaidis
Minimizing Agency Costs in Two-Level Games
Lessons from the Trade Authority Controversies in the United States and the European Union

 
 
Commentary
Gordon M. Kaufman
Minimizing Agency Costs
Towards a Testable Theory

 
 
PART TWO: AGENCY IN CONTEXT
Eileen F. Babbitt
The Challenges for International Diplomatic Agents
 
Commentary
Bruce Patton
The Role of Agents in International Negotiation
Jeswald W. Salacuse
Law and Power in Agency Relationships
 
Commentary
Janet Martinez
Law and Power in Agency Relationships
Robert B. McKersie
Agency in the Context of Labor Negotiations
 
Commentary
Kathleen Valley
Agency in the Context of Labor Management
David C. King and Richard J. Zeckhauser
Legislators as Negotiators
 
Commentary
Jonathan R. Cohen
Turning the Tables
Negotiation as the Exogenous Variable

 
Michael Wheeler
First, Let's Kill All the Agents!
 
Commentary
Brian S. Mandell
Unnecessary Toughness
Hard Bargaining as an Extreme Sport

 
 
PART THREE: PRESCRIPTIVE IMPLICATIONS
Lawrence E. Susskind and Robert H. Mnookin
Major Themes and Prescriptive Implications
Terri Kurtzberg et al
Agents in Negotiations
Toward Testable Propositions

 
Pacey C. Foster and Jonathan R. Cohen
Annotated Bibliography of Selected Sources

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