Negotiating on Behalf of Others

Negotiating on Behalf of Others
Author :
Publisher : SAGE Publications
Total Pages : 345
Release :
ISBN-10 : 9781452221342
ISBN-13 : 1452221340
Rating : 4/5 (42 Downloads)

Book Synopsis Negotiating on Behalf of Others by : Robert H. Mnookin

Download or read book Negotiating on Behalf of Others written by Robert H. Mnookin and published by SAGE Publications. This book was released on 1999-10-11 with total page 345 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.


Negotiating on Behalf of Others Related Books

Negotiating on Behalf of Others
Language: en
Pages: 345
Authors: Robert H. Mnookin
Categories: Language Arts & Disciplines
Type: BOOK - Published: 1999-10-11 - Publisher: SAGE Publications

DOWNLOAD EBOOK

Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current nego
Getting to Yes
Language: en
Pages: 242
Authors: Roger Fisher
Categories: Business & Economics
Type: BOOK - Published: 1991 - Publisher: Houghton Mifflin Harcourt

DOWNLOAD EBOOK

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag
Nobody Will Play with Me
Language: en
Pages: 175
Authors: Kwame Christian
Categories:
Type: BOOK - Published: 2018-11-04 - Publisher:

DOWNLOAD EBOOK

Effective Negotiation
Language: en
Pages: 248
Authors: Ray Fells
Categories: Business & Economics
Type: BOOK - Published: 2009-11-16 - Publisher: Cambridge University Press

DOWNLOAD EBOOK

Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understan
Ask For It
Language: en
Pages: 339
Authors: Linda Babcock
Categories: Business & Economics
Type: BOOK - Published: 2009-01-27 - Publisher: Bantam

DOWNLOAD EBOOK

From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that