Overview

Full Product Details

Author:   Robert H. Mnookin ,  Lawrence E. Susskind
Publisher:   SAGE Publications Inc
Imprint:   SAGE Publications Inc
Volume:   v. 1
Dimensions:   Width: 15.20cm , Height: 1.80cm , Length: 22.80cm
Weight:   0.480kg
ISBN:  

9780761913276

ISBN 10:   0761913270
Pages:   344
Publication Date:   12 November 1999
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Manufactured on demand  
We will order this item for you from a manufactured on demand supplier.

Table of Contents

Preface - Abram J. ChayesIntroduction - Robert H. Mnookin and Jonathan R. CohenPART ONE: NEGOTIATION THEORY REVISITEDToward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael WatkinsCommentaryThe Shifting Role of Agents in Interest-Based Negotiations - Lawrence E. SusskindAuthority of an Agent - Roger Fisher and Wayne Davis When is Less Better?CommentaryRational Authority Allocation to an Agent - Max H BazermanMinimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis Lessons from the Trade Authority Controversies in the United States and the European UnionCommentaryMinimizing Agency Costs - Gordon M. Kaufman Towards a Testable TheoryPART TWO: AGENCY IN CONTEXTThe Challenges for International Diplomatic Agents - Eileen F. BabbittCommentaryThe Role of Agents in International Negotiation - Bruce PattonLaw and Power in Agency Relationships - Jeswald W. SalacuseCommentaryLaw and Power in Agency Relationships - Janet MartinezAgency in the Context of Labor Negotiations - Robert B. McKersieCommentaryAgency in the Context of Labor Management - Kathleen ValleyLegislators as Negotiators - David C. King and Richard J. ZeckhauserCommentaryTurning the Tables - Jonathan R. Cohen Negotiation as the Exogenous VariableFirst, Let's Kill All the Agents! - Michael WheelerCommentaryUnnecessary Toughness - Brian S. Mandell Hard Bargaining as an Extreme SportPART THREE: PRESCRIPTIVE IMPLICATIONSMajor Themes and Prescriptive Implications - Lawrence E. Susskind and Robert H. MnookinAgents in Negotiations - Terri Kurtzberg et al Toward Testable PropositionsAnnotated Bibliography of Selected Sources - Pacey C. Foster and Jonathan R. Cohen

Reviews

Author Information

Tab Content 6

Author Website:  

Customer Reviews

Recent Reviews

No review item found!

Add your own review!

Countries Available

All regions