Negotiating on behalf of others
Subtitle: advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
By: edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster
Contributors: Mnookin, Robert H; Susskind, Lawrence; Foster, Pacey C
Series: Negotiation and dispute resolution
Publisher: Sage Publications; Sage Publications, Inc; SAGE Publications, Inc
Published: 1999
Place of publication: Thousand Oaks, Calif
Language: eng
Number of pages: 332
Subjects: Negotiation in business -- United States; Negotiation -- United States; Agency (Law) -- United States
Description: "Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It 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."--BOOK JACKET.
Notes: Includes bibliographical references