Negotiating on Behalf of Others Vol. 1 : Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

by Robert H. Mnookin

• ISBN13: 9780761913276
• ISBN10: 0761913270
• Format: Paperback
• Copyright: 1999-10-11
• 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 'œcomplicating 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 - Robert H. Mnookin and Jonathan R. Cohen

Introduction

PART ONE: NEGOTIATION THEORY REVISITED - Joel Cutcher-Gershenfield and Michael Watkins

Toward a Theory of Representation in Negotiation

Commentary - Lawrence E. Susskind

The Shifting Role of Agents in Interest-Based Negotiations - Roger Fisher and Wayne Davis

Authority of an Agent

When is Less Better?

Commentary - Max H Bazerman

Rational Authority Allocation to an Agent - Kalypso Nicolaidis

Minimizing Agency Costs in Two-Level Games

Lessons from the Trade Authority Controversies in the United States and the European Union

Commentary - Gordon M. Kaufman

Minimizing Agency Costs

Towards a Testable Theory

PART TWO: AGENCY IN CONTEXT - Eileen F. Babbitt

The Challenges for International Diplomatic Agents

Commentary - Bruce Patton

The Role of Agents in International Negotiation - Jeswald W. Salacuse

Law and Power in Agency Relationships

Commentary - Janet Martinez

Law and Power in Agency Relationships - Robert B. McKersie

Agency in the Context of Labor Negotiations

Commentary - Kathleen Valley

Agency in the Context of Labor Management - David C. King and Richard J. Zeckhauser

Legislators as Negotiators

Commentary - Jonathan R. Cohen

Turning the Tables

Negotiation as the Exogenous Variable - Michael Wheeler

First, Let's Kill All the Agents!

Commentary - Brian S. Mandell

Unnecessary Toughness

Hard Bargaining as an Extreme Sport

PART THREE: PRESCRIPTIVE IMPLICATIONS - Lawrence E. Susskind and Robert H. Mnookin

Major Themes and Prescriptive Implications - Terri Kurtzberg et al

Agents in Negotiations

Toward Testable Propositions - Pacey C. Foster and Jonathan R. Cohen

Annotated Bibliography of Selected Sources