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Tables of Contents for Negotiating on Behalf of Others
Chapter/Section Title
Page #
Page Count
Preface - Robert H. Mnookin and Jonathan R. Cohen
Introduction
PART ONE: NEGOTIATION THEORY REVISITED - Joel Cutcher-Gershenfield and Michael Watkins
Toward a Theory of Representation in Negotiation
Commentary - Lawrence E. Susskind
The Shifting Role of Agents in Interest-Based Negotiations - Roger Fisher and Wayne Davis
Authority of an Agent
When is Less Better?
Commentary - Max H Bazerman
Rational Authority Allocation to an Agent - Kalypso Nicolaidis
Minimizing Agency Costs in Two-Level Games
Lessons from the Trade Authority Controversies in the United States and the European Union
Commentary - Gordon M. Kaufman
Minimizing Agency Costs
Towards a Testable Theory
PART TWO: AGENCY IN CONTEXT - Eileen F. Babbitt
The Challenges for International Diplomatic Agents
Commentary - Bruce Patton
The Role of Agents in International Negotiation - Jeswald W. Salacuse
Law and Power in Agency Relationships
Commentary - Janet Martinez
Law and Power in Agency Relationships - Robert B. McKersie
Agency in the Context of Labor Negotiations
Commentary - Kathleen Valley
Agency in the Context of Labor Management - David C. King and Richard J. Zeckhauser
Legislators as Negotiators
Commentary - Jonathan R. Cohen
Turning the Tables
Negotiation as the Exogenous Variable - Michael Wheeler
First, Let's Kill All the Agents!
Commentary - Brian S. Mandell
Unnecessary Toughness
Hard Bargaining as an Extreme Sport
PART THREE: PRESCRIPTIVE IMPLICATIONS - Lawrence E. Susskind and Robert H. Mnookin
Major Themes and Prescriptive Implications - Terri Kurtzberg et al
Agents in Negotiations
Toward Testable Propositions - Pacey C. Foster and Jonathan R. Cohen
Annotated Bibliography of Selected Sources