Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /: advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else. (©1999)

• Record Type: Book
• Further Information: Note: Edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster.
• Other Names: Mnookin, Robert H; Susskind, Lawrence; Foster, Pacey C
• 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].
• Publisher Details: Thousand Oaks, Calif : Sage Publications
• Publication Date: 1999
• Copyright Date: 1999
• Extent: 1 online resource (xi, 332 pages), illustrations
• Subjects: 302.3; Negotiation in business -- United States; Negotiation -- United States; Agency (Law) -- United States; Négociations (Affaires) -- États-Unis; Négociations -- États-Unis; Mandat -- États-Unis; BUSINESS & ECONOMICS -- Negotiating; FAMILY & RELATIONSHIPS -- Interpersonal Relations; Agency (Law); Negotiation; Negotiation in business; Verhandlungstechnik; United States; Electronic books
• Languages: English
• ISBNs: 9781452221342; 1452221340; 9781452225524; 1452225524
• Related ISBNs: 0761913262; 9780761913269; 0761913270; 9780761913276
• Notes: Note: Includes bibliographical references.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.