Negotiating on Behalf of Others 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. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on ‘complicating factors’ in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.
Tabla de materias
Preface – Abram J. Chayes
Introduction – Robert H. Mnookin and Jonathan R. Cohen
PART ONE: NEGOTIATION THEORY REVISITED
Toward a Theory of Representation in Negotiation – Joel Cutcher-Gershenfield and Michael Watkins
Commentary
The Shifting Role of Agents in Interest-Based Negotiations – Lawrence E. Susskind
Authority of an Agent – Roger Fisher and Wayne Davis
When is Less Better?
Commentary
Rational Authority Allocation to an Agent – Max H Bazerman
Minimizing Agency Costs in Two-Level Games – Kalypso Nicolaidis
Lessons from the Trade Authority Controversies in the United States and the European Union
Commentary
Minimizing Agency Costs – Gordon M. Kaufman
Towards a Testable Theory
PART TWO: AGENCY IN CONTEXT
The Challenges for International Diplomatic Agents – Eileen F. Babbitt
Commentary
The Role of Agents in International Negotiation – Bruce 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. Mc Kersie
Commentary
Agency in the Context of Labor Management – Kathleen Valley
Legislators as Negotiators – David C. King and Richard J. Zeckhauser
Commentary
Turning the Tables – Jonathan R. Cohen
Negotiation as the Exogenous Variable
First, Let′s Kill All the Agents! – Michael Wheeler
Commentary
Unnecessary Toughness – Brian S. Mandell
Hard Bargaining as an Extreme Sport
PART THREE: PRESCRIPTIVE IMPLICATIONS
Major Themes and Prescriptive Implications – Lawrence E. Susskind and Robert H. Mnookin
Agents in Negotiations – Terri Kurtzberg et al
Toward Testable Propositions
Annotated Bibliography of Selected Sources – Pacey C. Foster and Jonathan R. Cohen
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