The Resource 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

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

Label
Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
Title
Negotiating on behalf of others
Title remainder
advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
Statement of responsibility
edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster
Contributor
Subject
Language
eng
Cataloging source
DLC
Dewey number
  • 302.3
  • 302.3
  • 302.3
Illustrations
illustrations
Index
index present
LC call number
HD58.6
LC item number
.N4334 1999
Literary form
non fiction
Series statement
Sage series on negotiation and dispute resolution
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
Publication
Bibliography note
Includes bibliographical references and index
http://library.link/vocab/branchCode
  • zbnus
  • mel
Contents
  • Preface / Abram J. Chayes -- Introduction / Robert H. Mnookin and Jonathan R. Cohen -- Pt. I. Negotiation Theory Revisited. 1. Toward a Theory of Representation in Negotiation / Joel Cutcher-Gershenfeld and Michael Watkins -- Commentary: The Shifting Role of Agents in Interest-Based Negotiations / Lawrence E. Susskind. 2. Authority of an Agent: When Is Less Better? / Roger Fisher and Wayne Davis -- Commentary: Rational Authority Allocation to an Agent / Max H. Bazerman. 3. Minimizing Agency Costs in Two-Level Games: Lessons From the Trade Authority Controversies in the United States and the European Union / Kalypso Nicolaidis -- Commentary: Minimizing Agency Costs: Toward a Testable Theory / Gordon M. Kaufman -- Pt. II. Agency in Context. 4. Challenges for International Diplomatic Agents / Eileen F. Babbitt -- Commentary: The Role of Agents in International Negotiation / Bruce M. Patton. 5. Law and Power in Agency Relationships / Jeswald W. Salacuse
  • Commentary: Law and Power in Agency Relationships / Janet Martinez. 6. Agency in the Context of Labor Negotiations / Robert B. McKersie -- Commentary: Agency in the Context of Labor Management / Kathleen Valley. 7. Legislators as Negotiators / David C. King and Richard J. Zeckhauser -- Commentary: Turning the Tables: Negotiation as the Exogenous Variable / Jonathan R. Cohen. 8. First, Let's Kill All the Agents! / Michael Wheeler -- Commentary: Unnecessary Toughness: Hard Bargaining as an Extreme Sport / Brian S. Mandell -- Pt. III. Prescriptive Implications. 9. Major Themes and Prescriptive Implications / Lawrence E. Susskind and Robert H. Mnookin. 10. Agents in Negotiations: Toward Testable Propositions / Terri Kurtzberg, Don Moore and Kathleen Valley / [et al.] -- Annotated Bibliography of Selected Sources / Pacey C. Foster and Jonathan R. Cohen
Control code
000020219635
Dimensions
23 cm
Extent
xi, 332 p.
Isbn
9780761913276
Isbn Type
(paperback : alk. paper)
Lccn
99006667
Other physical details
ill.
http://library.link/vocab/recordID
.b19347613
System control number
  • 20219635mb
  • (OCoLC)41641184

Library Locations

    • Deakin University Library - Melbourne Burwood CampusBorrow it
      221 Burwood Highway, Burwood, Victoria, 3125, AU
      -37.846510 145.115099
    • Deakin University Library - Geelong Waurn Ponds CampusBorrow it
      75 Pigdons Road, Waurn Ponds, Victoria, 3216, AU
      -38.195656 144.304955
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