Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else /
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| Other Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Thousand Oaks, Calif. :
Sage Publications,
c1999
|
| Series: | Negotiation and dispute resolution
|
| Subjects: | |
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| LEADER | 00000cam a2200000Ia 4500 | ||
|---|---|---|---|
| 001 | 41641184 | ||
| 003 | OCoLC | ||
| 005 | 20000928110730.0 | ||
| 008 | 990618s1999 caua b 000 0 eng | ||
| 010 | |a 99006667 | ||
| 020 | |a 0761913262 (alk. paper) | ||
| 020 | |a 0761913270 (alk. paper) | ||
| 040 | |a DLC |c DLC |d C#P |d UKM |d PMC | ||
| 043 | |a n-us--- | ||
| 049 | |a VLAM | ||
| 090 | |a HD58.6 |b .N426 1999 | ||
| 245 | 0 | 0 | |a Negotiating on behalf of others : |b advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else / |c edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster |
| 260 | |a Thousand Oaks, Calif. : |b Sage Publications, |c c1999 | ||
| 300 | |a xi, 332 p. : |b ill. ; |c 24 cm | ||
| 440 | 0 | |a Negotiation and dispute resolution | |
| 504 | |a Includes bibliographical references | ||
| 505 | 0 | |a Toward a theory of representation in negotiation / Joel Cutcher-Gershenfeld and Michael Watkins -- Commentary : The shifting role of agents in interest-based negotiations / Lawrence F. Susskind -- Authority of an agent : when is less better? / Roger Fisher and Wayne Davis -- Commentary : Rational authority allocation to an agent / Max H. Bazerman -- Minimizing agency costs in two-level games : lessons from the trade authority controversies in the United States and the European Union / Kalypso Nicolaïdis -- Commentary : Minimizing agency costs : toward a testable theory / Gordon M. Kaufman -- Challenges for international diplomatic agents / Eileen F. Babbitt -- Commentary : The role of agents in international negotiation / Bruce M. 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. McKersie -- Commentary : Agency in the context of labor management / Kathleen Valley -- Legislators as negotiators / David C. King and Richard J. Zeckhauser -- Commentary : Turning the tables : negotiation as the exogenous variable / Jonathan R. Cohen -- First, let's kill all the agents! / Michael Wheeler -- Commentary : Unnecessary toughness : hard bargaining as an extreme sport / Brian S. Mandell -- Major themes and prescriptive implications / Lawrence E. Susskind and Robert H. Mnookin -- Agents in negotiations : toward testable propositions / Terri Kurtzberg ... [et al.] | |
| 650 | 0 | |a Negotiation in business |z United States | |
| 650 | 0 | |a Negotiation |z United States | |
| 650 | 0 | |a Agency (Law) |z United States | |
| 700 | 1 | |a Mnookin, Robert H | |
| 700 | 1 | |a Susskind, Lawrence | |
| 700 | 1 | |a Foster, Pacey C | |
| 907 | |a .b1675485 | ||
| 998 | |a lower | ||
| 999 | |c 55400 | ||
| 852 | |a Law Library |b Lower Level |h HD58.6 .N426 1999 |p 33940002120440 | ||