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Negotiating on Behalf of Others

Lawrence E. Susskind

3/5 ( ratings)

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.

Language: English

Pages: 344

Format: Paperback

Publisher: Sage Publications, Inc

Release: October 11, 1999

ISBN: 0761913270

ISBN 13: 9780761913276

Negotiating on Behalf of Others

Lawrence E. Susskind

3/5 ( ratings)

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.

Language: English

Pages: 344

Format: Paperback

Publisher: Sage Publications, Inc

Release: October 11, 1999

ISBN: 0761913270

ISBN 13: 9780761913276

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