Bibliograph

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

Type

Label

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

Language

eng

Bibliography note

Includes bibliographical references

Illustrations

illustrations

Index

no index present

Literary Form

non fiction

Main title

Negotiating on behalf of others

Medium

electronic resource

Nature of contents

bibliographydictionaries

Oclc number

1232483767

Responsibility statement

edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster

Series statement

SAGE eBooksSage series on negotiation and dispute resolution

Sub title

advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else

Table Of Contents

Toward a theory of representation in negotiation / Joel Cutcher-Gershenfeld and Michael Watkins -- Commentary : The shifting role of agents in interest-based negotiations / Lawrence F. Susskind -- Authority of an agent : when is less better? / Roger Fisher and Wayne Davis -- Commentary : Rational authority allocation to an agent / Max H. Bazerman -- Minimizing agency costs in two-level games : lessons from the trade authority controversies in the United States and the European Union / Kalypso Nicolaïdis -- Commentary : Minimizing agency costs : toward a testable theory / Gordon M. Kaufman -- Challenges for international diplomatic agents / Eileen F. Babbitt -- Commentary : The role of agents in international negotiation / Bruce M. Patton -- Law and power in agency relationships / Jeswald W. Salacuse -- Commentary : Law and power in agency relationships / Janet Martinez -- Agency in the context of labor negotiations / Robert B. McKersie -- Commentary : Agency in the context of labor management / Kathleen Valley -- Legislators as negotiators / David C. King and Richard J. Zeckhauser -- Commentary : Turning the tables : negotiation as the exogenous variable / Jonathan R. Cohen -- First, let's kill all the agents! / Michael Wheeler -- Commentary : Unnecessary toughness : hard bargaining as an extreme sport / Brian S. Mandell -- Major themes and prescriptive implications / Lawrence E. Susskind and Robert H. Mnookin -- Agents in negotiations : toward testable propositions / Terri Kurtzberg [and others]

Contributor

Subject

Content