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Negotiation by Harvard Business School Press

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9

Negotiating for Others

Whose Interests Come First?

Key Topics Covered in This Chapter

  • Why people engage agents to represent them in negotiations
  • The problems of informational asymmetries, divided interests, and conflicts of interest—and how to deal with them

In SOME CASES, people and organizations represent their own interests. In many other cases, however, they are represented by others. These others may be independent agents contracted to represent one of the parties. They may be non-independent agents—that is, employees—charged with representing their companies. Or they may be officials of an organization, such as a labor union, whose responsibility is to represent the interests of their members. This chapter considers the role of these ...

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