Robert H. Mnookin & Lawrence E. Susskind 
Negotiating on Behalf of Others 
Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

Negotiating on Behalf of Others 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, attorneys, and committee chairs—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. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on ‘complicating factors’ in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.

Tabella dei contenuti

Preface – Abram J. Chayes

Introduction – Robert H. Mnookin and Jonathan R. Cohen

PART ONE: NEGOTIATION THEORY REVISITED

Toward a Theory of Representation in Negotiation – Joel Cutcher-Gershenfield and Michael Watkins

Commentary

The Shifting Role of Agents in Interest-Based Negotiations – Lawrence E. Susskind

Authority of an Agent – Roger Fisher and Wayne Davis

When is Less Better?

Commentary

Rational Authority Allocation to an Agent – Max H Bazerman

Minimizing Agency Costs in Two-Level Games – Kalypso Nicolaidis

Lessons from the Trade Authority Controversies in the United States and the European Union

Commentary

Minimizing Agency Costs – Gordon M. Kaufman

Towards a Testable Theory

PART TWO: AGENCY IN CONTEXT

The Challenges for International Diplomatic Agents – Eileen F. Babbitt

Commentary

The Role of Agents in International Negotiation – Bruce Patton

Law and Power in Agency Relationships – Jeswald W. Salacuse

Commentary

Law and Power in Agency Relationships – Janet Martinez

Agency in the Context of Labor Negotiations – Robert B. Mc Kersie

Commentary

Agency in the Context of Labor Management – Kathleen Valley

Legislators as Negotiators – David C. King and Richard J. Zeckhauser

Commentary

Turning the Tables – Jonathan R. Cohen

Negotiation as the Exogenous Variable

First, Let′s Kill All the Agents! – Michael Wheeler

Commentary

Unnecessary Toughness – Brian S. Mandell

Hard Bargaining as an Extreme Sport

PART THREE: PRESCRIPTIVE IMPLICATIONS

Major Themes and Prescriptive Implications – Lawrence E. Susskind and Robert H. Mnookin

Agents in Negotiations – Terri Kurtzberg et al

Toward Testable Propositions

Annotated Bibliography of Selected Sources – Pacey C. Foster and Jonathan R. Cohen