Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

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.

Author: Robert H. Mnookin
Publisher: Sage Publications, Inc
Published: 10/11/1999
Pages: 344
Binding Type: Paperback
Weight: 1.31lbs
Size: 9.29h x 7.43w x 0.76d
ISBN: 9780761913276