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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 |
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| 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 |
Tabla de Contenidos:
- 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.
- 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.
- 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.