MARC Record from marc_columbia

LEADER: 04404fam a2200457 a 4500
001 2368077
005 20220616031707.0
008 990618t19991999cau b 001 0 eng
010 $a 99006667
020 $a0761913262 (alk. paper)
020 $a0761913270 (alk. paper)
035 $a(OCoLC)41641184
035 $a(OCoLC)ocm41641184
035 $9APQ0684CU
035 $a(NNC)2368077
035 $a2368077
040 $aDLC$cDLC$dOrLoB-B
042 $apcc
043 $an-us---
050 00 $aHD58.6$b.N4334 1999
082 00 $a302.3$221
245 00 $aNegotiating on behalf of others :$badvice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /$cedited by Robert H. Mnookin, Lawrence E. Susskind, and Pacey C. Foster.
260 $aThousand Oaks, Calif :$bSage Publications,$c[1999], ©1999.
263 $a9908
300 $axi, 332 pages ;$c24 cm.
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
490 1 $aNegotiation and dispute resolution
504 $aIncludes bibliographical references and index.
505 00 $tPreface /$rAbram J. Chayes --$tIntroduction /$rRobert H. Mnookin and Jonathan R. Cohen --$gPt. I.$tNegotiation Theory Revisited.$g1.$tToward a Theory of Representation in Negotiation /$rJoel Cutcher-Gershenfeld and Michael Watkins --$tCommentary: The Shifting Role of Agents in Interest-Based Negotiations /$rLawrence E. Susskind.$g2.$tAuthority of an Agent: When Is Less Better? /$rRoger Fisher and Wayne Davis --$tCommentary: Rational Authority Allocation to an Agent /$rMax H. Bazerman.$g3.$tMinimizing Agency Costs in Two-Level Games: Lessons From the Trade Authority Controversies in the United States and the European Union /$rKalypso Nicolaidis --$tCommentary: Minimizing Agency Costs: Toward a Testable Theory /$rGordon M. Kaufman --$gPt. II.$tAgency in Context.$g4.$tChallenges for International Diplomatic Agents /$rEileen F. Babbitt --$tCommentary: The Role of Agents in International Negotiation /$rBruce M. Patton.$g5.$tLaw and Power in Agency Relationships /$rJeswald W. Salacuse --
505 80 $tCommentary: Law and Power in Agency Relationships /$rJanet Martinez.$g6.$tAgency in the Context of Labor Negotiations /$rRobert B. McKersie --$tCommentary: Agency in the Context of Labor Management /$rKathleen Valley.$g7.$tLegislators as Negotiators /$rDavid C. King and Richard J. Zeckhauser --$tCommentary: Turning the Tables: Negotiation as the Exogenous Variable /$rJonathan R. Cohen.$g8.$tFirst, Let's Kill All the Agents! /$rMichael Wheeler --$tCommentary: Unnecessary Toughness: Hard Bargaining as an Extreme Sport /$rBrian S. Mandell --$gPt. III.$tPrescriptive Implications.$g9.$tMajor Themes and Prescriptive Implications /$rLawrence E. Susskind and Robert H. Mnookin.$g10.$tAgents in Negotiations: Toward Testable Propositions /$rTerri Kurtzberg, Don Moore and Kathleen Valley /$r[et al.] --$tAnnotated Bibliography of Selected Sources /$rPacey C. Foster and Jonathan R. Cohen.
520 1 $a"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.
520 8 $aNegotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys and committee chairs - anyone who represents others in a negotiation."--BOOK JACKET.
650 0 $aNegotiation in business$zUnited States.$0http://id.loc.gov/authorities/subjects/sh2010103613
650 0 $aNegotiation$zUnited States.$0http://id.loc.gov/authorities/subjects/sh2010103615
650 0 $aAgency (Law)$zUnited States.$0http://id.loc.gov/authorities/subjects/sh2007100778
700 1 $aMnookin, Robert H.$0http://id.loc.gov/authorities/names/n82024624
700 1 $aSusskind, Lawrence.$0http://id.loc.gov/authorities/names/n81119119
700 1 $aFoster, Pacey C.$0http://id.loc.gov/authorities/names/n99045048
830 0 $aSage series on negotiation and dispute resolution.$0http://id.loc.gov/authorities/names/n99045047
852 00 $bleh$hHD58.6$i.N4334 1999