WorldCat Identities

Foster, Pacey C.

Overview
Works: 2 works in 11 publications in 1 language and 621 library holdings
Roles: Author, Editor, Other
Publication Timeline
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Most widely held works by Pacey C Foster
Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else by Robert H Mnookin( Book )

10 editions published in 1999 in English and held by 621 WorldCat member libraries worldwide

"Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It 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."--Jacket
The network paradigm in organizational research : a review and typology by Stephen P Borgatti( )

1 edition published in 2003 in English and held by 0 WorldCat member libraries worldwide

 
Audience Level
0
Audience Level
1
  Kids General Special  
Audience level: 0.37 (from 0.37 for Negotiatin ... to 1.00 for The networ ...)

WorldCat IdentitiesRelated Identities
Negotiating on behalf of others : advice to lawyers, business executives, sports agents, diplomats, politicians, and everybody else
Covers
Languages
English (11)