Negotiating on Behalf of Others
Foster, Pacey C. / Mnookin, Robert H. / Susskind, Lawrence E.
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...