Matches in Harvard for { <http://id.lib.harvard.edu/aleph/008210401/catalog> ?p ?o. }
Showing items 1 to 28 of
28
with 100 items per page.
- catalog abstract ""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."--Jacket.".
- catalog contributor b11420553.
- catalog contributor b11420554.
- catalog contributor b11420555.
- catalog created "c1999.".
- catalog date "1999".
- catalog date "c1999.".
- catalog dateCopyrighted "c1999.".
- catalog description ""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."--Jacket.".
- catalog description "Includes bibliographical references and index.".
- catalog description "Toward a theory of representation in negotiation / Joel Cutcher-Greshenfeld and Michael Watkins -- Rational authority allocation to an agent / Max H. Bazerman -- Agency in the context of labor management / Kathleen Valley -- First, let's kill all the agents! / Michael Wheeler -- Agents in negotiations : toward testable propositions / Terri Kurtzberg, Don Moore, Kathleen Valley, and Max H. Bazerman.".
- catalog extent "xi, 332 p. :".
- catalog identifier "0761913262 (alk. paper)".
- catalog identifier "0761913270 (alk. paper)".
- catalog isPartOf "Sage series on negotiation and dispute resolution".
- catalog issued "1999".
- catalog issued "c1999.".
- catalog language "eng".
- catalog publisher "Thousand Oaks, Calif : Sage Publications,".
- catalog spatial "United States.".
- catalog subject "302.3 21".
- catalog subject "Agency (Law) United States.".
- catalog subject "HD58.6 .N4334 1999".
- catalog subject "Negotiation United States.".
- catalog subject "Negotiation in business United States.".
- catalog tableOfContents "Toward a theory of representation in negotiation / Joel Cutcher-Greshenfeld and Michael Watkins -- Rational authority allocation to an agent / Max H. Bazerman -- Agency in the context of labor management / Kathleen Valley -- First, let's kill all the agents! / Michael Wheeler -- Agents in negotiations : toward testable propositions / Terri Kurtzberg, Don Moore, Kathleen Valley, and Max H. Bazerman.".
- catalog title "Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else / edited by Robert H. Mnookin, Lawrence E. Susskind, with Pacey C. Foster.".
- catalog type "text".