The following negotiation examples from real life illustrate that communicating your interests in negotiation with your agent can help you settle disputes and create and claim value in negotiated agreements. … Read More
principal agent theory
Three ways in which agents may differ from their principals. First, the agents may have different preferences from their principal, such as willingness to work. Second, agents may have different incentives from the principal. Agents may have a different stake in the outcome or may receive different rewards than the principal. Third, agents may have information that is unavailable to the principal, or vice versa. These types of divergences may give rise to problems relating to monitoring, incentives, coordination, and strategy. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 190). See Also: Do You Need a Broker?.
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The following items are tagged principal agent theory.
Negotiating with principals or with their agents involves different negotiation tactics and negotiation techniques. Read how to effectively use agents in negotiation scenarios based on findings from negotiation research. … Read More
They say it pays to keep your friends close and your enemies closer, but in business negotiation, keeping your enemies—or competitors—close could end you up in court, as Apple’s recent encounter with the U.S. Department of Justice suggests. The story begins back in 2007 when, unhappy with Amazon’s low, flat price of $9.99 for e-books, five … Read More
Negotiate conditions to fulfilling the agreement before signing on the dotted line. Learn the importance of fulfillment clauses in dealmaking before and after negotiations. … Read More
According to conventional wisdom, you should always hire a real estate agent when you’re trying to buy a house. The broker’s market expertise will help you decide what moves to make and what price to pay. Because the seller usually has his own broker, the motto “fight fire with fire” applies as well. Perhaps most … Read More