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Negotiating on Behalf of Others : Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians and Everybody Else.
Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents other...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Thousand Oaks :
SAGE Publications,
1999.
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| Colección: | Sage series on negotiation and dispute resolution.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 003 | OCoLC | ||
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| 008 | 120920s1999 xx o 000 0 eng d | ||
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| 020 | |a 9781452221342 | ||
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| 035 | |a (OCoLC)811503314 | ||
| 043 | |a n-us--- | ||
| 050 | 4 | |a HD58.6 .N4334 1999 | |
| 082 | 0 | 4 | |a 302.3 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Mnookin, Dr. Robert H. | |
| 245 | 1 | 0 | |a Negotiating on Behalf of Others : |b Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians and Everybody Else. |
| 260 | |a Thousand Oaks : |b SAGE Publications, |c 1999. | ||
| 300 | |a 1 online resource (345 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 490 | 1 | |a Negotiation and Dispute Resolution | |
| 588 | 0 | |a Print version record. | |
| 520 | |a Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation. Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law The book concludes with suggestions for future research and specific advice for practitio. | ||
| 505 | 0 | |a 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. | |
| 505 | 8 | |a 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. | |
| 505 | 8 | |a 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. | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Negotiation in business |z United States. | |
| 650 | 0 | |a Negotiation |z United States. | |
| 650 | 0 | |a Agency (Law) |z United States. | |
| 650 | 6 | |a Négociations (Affaires) |z États-Unis. | |
| 650 | 6 | |a Négociations |z États-Unis. | |
| 650 | 7 | |a Agency (Law) |2 fast | |
| 650 | 7 | |a Negotiation |2 fast | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 651 | 7 | |a United States |2 fast |1 https://id.oclc.org/worldcat/entity/E39PBJtxgQXMWqmjMjjwXRHgrq | |
| 700 | 1 | |a Susskind, Dr. Lawrence E. | |
| 776 | 0 | 8 | |i Print version: |z 9780761913276 |
| 830 | 0 | |a Sage series on negotiation and dispute resolution. | |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=1016375 |z Texto completo |
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL1016375 | ||
| 994 | |a 92 |b IZTAP | ||