Negotiating on Behalf of Others 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 chairsanyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on complicating factors in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.
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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