What's going on away from the negotiating table? How does the relationship between your counterpart and her principals impact you? Docherty and Caton Campbell explain how the structure of the agency relationship, for you and for the other side, can dramatically impact negotiation behaviors and outcomes. This chapter is, of course, related to Nolan-Haley's on Informed Consent, but also relates to chapters on team negotiations, particularly Bellman's on internal discord within a team.
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