Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else (Negotiation and Dispute Resolution) [Hardcover]

Robert H. Mnookin (Editor), Lawrence E. Susskind (Editor)

Book Description

ISBN-10: 0761913262 | ISBN-13: 978-0761913269 | Publication Date: October 11, 1999 | Edition: 1

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.

Product Details

• Hardcover: 344 pages
• Publisher: Sage Publications, Inc; 1 edition (October 11, 1999)
• Language: English
• ISBN-10: 0761913262
• ISBN-13: 978-0761913269
• Product Dimensions: 9.3 x 6.2 x 0.9 inches
• Shipping Weight: 1.3 pounds
• Amazon Best Sellers Rank: #4,814,876 in Books (See Top 100 in Books)

More About the Author

Larry Susskind (born in New York City in 1947) heads the Environmental Policy and Planning Program (web.mit.edu/dusp/epp) and the MIT-USGS Science Impact Collaborative (scienceimpact.mit.edu) at MIT where he has been teaching since 1970. His work as an environmental planner focuses on the mediation of environmental disputes and strategies for involving large numbers of groups with very different ideas and interests in managing natural resources together. Negotiating Environmental Agreements, Environmental Diplomacy, Better Environmental Policy Studies, and Transboundary Environmental Agreements explain how this is possible. Through his writing and practice as a mediator with the Cambridge-based not-for-profit Consensus Building Institute (www.cbuilding.org), he has helped to establish the field of public dispute resolution. Breaking Robert's Rules, Breaking the Impasse, Dealing with An Angry Public, Negotiating on Behalf of Others, Built to Win and the Consensus Building Handbook offer insights into the techniques and strategies that have made Professor Susskind a much sought-after trainer and teacher. He has supervised more than 60 doctoral students at MIT and Harvard, many of whom now teach in universities around the world. In 1983, with Roger Fisher, Howard Raiffa and Frank Sander, he founded the Program on Negotiation at Harvard Law School (www.pon.harvard.edu) which continues to play an important part in shaping negotiation and dispute resolution theory.