Negotiating on Behalf of Others
Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
Herausgeber: Mnookin, Robert H.; Foster, Pacey C.; Susskind, Lawrence E.
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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 practitioners.
