As a partner at your growing law firm, you’ve been charged with negotiating the lease of much-needed additional office space in your building. The real-estate agent has informed you that if you don’t increase your offer by $10,000 by the end of the day, you’ll lose the space to another company. Is she bluffing, or
agent
A person who acts on a principal’s behalf in a negotiation. Agents – such as lawyers, sports agents, or diplomats – may have special training or be able to assert the principal’s interests more effectively than the principal. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 189). Also see “principal-agent theory.”
The following items are tagged agent.
International Relations: Theory and Practice
International Relations: Theory and Practice (DHP P 200)
FLETCHER SCHOOL OF LAW AND DIPLOMACY
FALL 2012
Instructor:
Robert L. Pfaltzgraff, Jr.
Fletcher School
Tufts University
617-627-2738
Traditional, behavioral, and post-behavioral theories of international relations, and the nature of theory in international relations; the role of normative theory; levels of analysis, structure-agent relationships, and concepts of foreign policy behavior and decision making; utopian/neo-liberal and
Business Negotiations: Representing Others at the Bargaining Table
You may be negotiating for others, but that doesn’t mean they should be looking over your shoulder. Negotiators often have trouble bargaining effectively in the presence of onlookers, according to researchers Karen Jehn and Lindred Greer of Leiden University in the Netherlands.
September 2008
When a Crisis Reaches the Breaking Point: Hostage negotiators offer invaluable lessons for those facing tense standoffs
Driving the Deal Home: : The power of public statements
When Others are Counting on You: Acting as someone’s agent
Dealing with Multiple Parties: Strategies for complex talks
Dear Negotiation Coach: “How should I cope with an old-school hard bargainer?”
principal-agent tension
A common tension in negotiation arising from differences between agents and principles, such as different preferences, incentives or information. These types of divergences may give rise to problems relating to monitoring, incentives, coordination, and strategy. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [The Belknap Press of Harvard University Press, 200],
agent
A person who acts on a principal’s behalf in a negotiation. Agents – such as lawyers, sports agents, or diplomats – may have special training or be able to assert the principal’s interests more effectively than the principal. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 189).
Program on Negotiations in the Workplace
Current projects have built from work on gender. Individuals caught in double binds around gender issues find that using negotiation skills opens up space for them to be more effective and to have their work recognized as such. Organizational change agents find that negotiation helps them deal with resistance to change in the workplace. Kolb
Why We Strike
What happens when disputants feel like they have invested too much in a conflict to back down?
There are a number of reasons that negotiations fail and lead to protracted strikes, often to the detriment of both parties.
Both sides frequently believe that their case is stronger due to overconfidence. If one side doubts the other’s claims
The Value of the Contrast Effect in Financial Negotiations
In financial negotiations, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be the most effective way to get to “yes.”
Here’s a story about consumer behavior in financial negotiations, as described by Itamar Simonson of Stanford’s Graduate School of Business and the late Amos Tversky in a
Concealed information in Business Negotiations
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation explores client/attorney relationships and the complexity of information exchange.
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