Principal-Agent Relationship
An agent acts on the behalf of a principal party. An agent has a stake in the outcome (e.g., a real estate agent earns a commission on the sale of a house). In Figure 9-1, the Hollywood agent is an intermediary between Film Gate and ABC, and also between Tri-Color and ABC.
Figure 9-1. Film Gate Negotiation Structure
There are many advantages to using agents to represent one's interests. Agents provide substantive knowledge (e.g., a tax attorney), expertise in the negotiation process (e.g., a real estate agent), or special influence (e.g., a Washington lobbyist; Rubin and Sander 1988). Moreover, they provide emotional ...
Get Mind and Heart of the Negotiator, Second Edition, The now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
