Robert Mnookin and Lawrence Susskind
Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It 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, committee chairs — in short, 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, and include Eileen Babbit, Max Bazerman, Abram Chayes, Jonathan Cohen, Joel Cutcher-Gershenfeld, Wayne Davis, Roger Fisher, Gordon Kaufman, David King, Terri Kurtzberg, Brian Mandell, Janet Martinez, Robert McKersie, Robert Mnookin, Don Moore, Kalypso Nicolaidis, Bruce Patton, Jeswald Salacuse, Lawrence Susskind, Kathleen Valley, Michael Watkins, Michael Wheeler, and Richard Zeckhauser.
Negotiating on Behalf of Others Attributes
|Robert H. Mnookin and Lawrence E. Susskind, eds.
|Thousand Oaks, CA: Sage Publications, 1999