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

by Robert H. Mnookin, Lawrence E. Susskind

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Book Description

October 11, 1999 0761913270 978-0761913276 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.


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Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else (Negotiation and Dispute Resolution) + Getting to Yes: Negotiating Agreement Without Giving In + Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
Price for all three: $88.61

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More About the Author

Larry Susskind (born in New York City in 1947) has been a member of the MIT faculty for more than four decades. He is currently director of the MIT Science Impact Collaborative (scienceimpact.mit.edu) in the Department of Urban Studies and Planning. 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. His books entitled Water Diplomacy, 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 (PON) at Harvard Law School (www.pon.harvard.edu) which continues to play an important part in shaping negotiation and dispute resolution theory. At PON he is co-director of the Negotiation Pedagogy Initiative.

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