Negotiating on Behalf of Others : Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

by Mnookin, Robert; Susskind, Lawrence

• ISBN13: 9780761913269
• ISBN10: 0761913262
• Format: Hardcover
• Copyright: 1999-10-01
• Publisher: Sage Publications, Inc

Summary

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.

Table of Contents

Preface	ix
Abram J. Chayes
Introduction	1	(22)
Robert H. Mnookin
Jonathan R. Cohen
PART I: Negotiation Theory Revisited	23	(112)
1. Toward a Theory of Representation in Negotiation	23	(36)
Joel Cutcher-Gershenfeld
Michael Watkins
Commentary The Shifting Role of Agents in Interest-Based Negotiations	52	(7)
Lawrence E. Susskind
2. Authority of an Agent: When Is Less Better?	59	(28)
Roger Fisher
Wayne Davis
Commentary Rational Authority Allocation to an Agent	81	(6)
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	87	(48)
Kalypso Nicolaidis
Commentary Minimizing Agency Costs: Toward a Testable Theory	127	(8)
Gordon M. Kaufman
PART II: Agency in Context	135	(140)
4. Challenges for International Diplomatic Agents	135	(22)
Eileen F. Babbitt
Commentary The Role of Agents in International Negotiation	151	(6)
Bruce M. Patton
5. Law and Power in Agency Relationships	157	(24)
Jeswald W. Salacuse
Commentary Law and Power in Agency Relationships	176	(5)
Janet Martinez
6. Agency in the Context of Labor Negotiations	181	(22)
Robert B. McKersie
Commentary Agency in the Context of Labor Management	196	(7)
Kathleen Valley
7. Legislators as Negotiators	203	(32)
David C. King
Richard J. Zeckhauser
Commentary Turning the Tables: Negotiation as the Exogenous Variable	226	(9)
Jonathan R. Cohen
8. First, Let's Kill All the Agents!	235	(40)
Michael Wheeler
Commentary Unnecessary Toughness: Hard Bargaining as an Extreme Sport	263	(12)
Brian S. Mandell
PART III: Prescriptive Implications	275	(24)
9. Major Themes and Prescriptive Implications	275	(8)
Lawrence E. Susskind
Robert H. Mnookin
10. Agents in Negotiations: Toward Testable Propositions	283	(16)
Terri Kurtzberg
Don Moore
Kathleen Valley
Max H. Bazerman
Annotated Bibliography of Selected Sources	299	(18)
Pacey C. Foster
Jonathan R. Cohen
Index	317	(9)
About the Authors	326