Negotiating on Behalf of Others

by Robert Mnookin, Pacey C. Foster (Editor), Lawrence E. Susskind (Editor)

Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others.

Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation.



Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law



The book concludes with suggestions for future research and specific advice for practitioners.

344 pages, Paperback

First published January 1, 1999