|Title||Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else|
|Year of Publication||1999|
|Authors||Mnookin, R, Susskind, L|
Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others.
Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation.
Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law
The book concludes with suggestions for future research and specific advice for practitioners.
Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
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