Negotiating on Behalf of Others Vol. 1: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
| Author/creator | Foster, Pacey C. Author |
| Other author | Mnookin,Robert H. Editor |
| Other author | Susskind,Lawrence E. Editor |
| Format | Electronic |
| Publication Info | Thousand Oaks : SAGE Publications, Incorporated |
| Description | 344 p. ill 09.000 x 06.000 in. |
| Supplemental Content | Full text available from Ebook Central - Academic Complete |
| Subjects |
| Series | Negotiation and Dispute Resolution Ser. 1 |
| Summary | Annotation "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.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Genre/form | Electronic books. |
| LCCN | 99006667 |
| ISBN | 9780761913276 |
| ISBN | 0761913270 (Trade Paper) On Demand |
| Standard identifier# | 9780761913276 |
| Stock number | 82244 00023123 |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Electronic Resources | Access Content Online | ✔ Available |