Consequences of Principal and Agent

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Consequences of Principal and Agent

Product Code:	4740062C57PDF
Editors:	Jayne Seminare Docherty, Marcia Caton Campbell
Publication Date:	August 2006
Page Count:	15
Sponsoring Entities:	Section of Dispute Resolution
Topics:	Dispute Resolution
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Pricing:	$10.00 (Regular)
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About this Product

This is Chapter 57 of THE NEGOTIATOR'S FIELDBOOK (Product Code 4740062).

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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