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Negotiating on Behalf of Others


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Preface - Abram J. Chayes Introduction - Robert H. Mnookin and Jonathan R. Cohen PART ONE: NEGOTIATION THEORY REVISITED Toward a Theory of Representation in Negotiation - Joel Cutcher-Gershenfield and Michael Watkins Commentary The Shifting Role of Agents in Interest-Based Negotiations - Lawrence E. Susskind Authority of an Agent - Roger Fisher and Wayne Davis When is Less Better? Commentary Rational Authority Allocation to an Agent - Max H Bazerman Minimizing Agency Costs in Two-Level Games - Kalypso Nicolaidis Lessons from the Trade Authority Controversies in the United States and the European Union Commentary Minimizing Agency Costs - Gordon M. Kaufman Towards a Testable Theory PART TWO: AGENCY IN CONTEXT The Challenges for International Diplomatic Agents - Eileen F. Babbitt Commentary The Role of Agents in International Negotiation - Bruce 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 - Jonathan R. Cohen Negotiation as the Exogenous Variable First, Let's Kill All the Agents! - Michael Wheeler Commentary Unnecessary Toughness - Brian S. Mandell Hard Bargaining as an Extreme Sport PART THREE: PRESCRIPTIVE IMPLICATIONS Major Themes and Prescriptive Implications - Lawrence E. Susskind and Robert H. Mnookin Agents in Negotiations - Terri Kurtzberg et al Toward Testable Propositions Annotated Bibliography of Selected Sources - Pacey C. Foster and Jonathan R. Cohen

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