Negotiating on behalf of others
advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
by Lawrence Susskind
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"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, attorneys and committee chairs - anyone who represents others in a negotiation."--BOOK JACKET.
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| Edition | Availability |
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1
Negotiating on behalf of others: advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
1999, Sage Publications, Sage Publications, Inc, SAGE Publications, Inc
in English
0761913262 9780761913269
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2
Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else (Negotiation and Dispute Resolution)
October 12, 1999, Sage Publications, Inc
Hardcover
in English
0761913262 9780761913269
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| July 18, 2024 | Edited by MARC Bot | import existing book |
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| February 4, 2019 | Created by MARC Bot | import existing book |