Negotiating On Behalf Of Others
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Negotiating on Behalf of Others
Author: Robert H. Mnookin
language: en
Publisher: SAGE Publications
Release Date: 1999-10-11
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 chairs—anyone 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.
Negotiating Feminisms
Negotiating Feminisms examines intergenerational feminism in Chicanx family life. It analyses literary representations of the ways that Chicanas negotiate feminisms in the family across generations, through the maintenance, contestation, and adaptation of traditional gender roles. Using an original theoretical lens of negotiation to read the works of Ana Castillo and Sandra Cisneros, this book unpacks intergenerational resistance to patriarchal oppression. This book shows how the works of Cisneros and Castillo articulate a politics of negotiation that critiques the gendered ideologies and roles of the family. In doing so, the book’s discussion not only engages with literary representations but also connects these representations to the contextual experience of Chicanx family life. This book calls for a rethinking of women characters beyond limited, and limiting, familial roles and uses the framework of feminist negotiation as a means to explore the empowering possibilities of intergenerational female relationships.
Advanced Introduction to Negotiation
Author: Thompson, Leigh
language: en
Publisher: Edward Elgar Publishing
Release Date: 2022-09-15
Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.