Negotiation Journal

, Volume 4, Issue 4, pp 395–401 | Cite as

When should we use agents? Direct vs. representative negotiation

  • Jeffrey Z. Rubin
  • Frank E. A. Sander
In Theory


Model Rule Negotiation Journal Real Estate Agent Favorable Agreement Federal District Court 
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  3. Lax, D. A. andSebenius, J. K. (1986).The manager as negotiator. New York: The Free Press.Google Scholar
  4. Potter, S. (1948).The theory and practice of gamesmanship: The art of winning games without actually cheating. New York: Holt.Google Scholar
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  6. Schelling, T. (1960).The strategy of conflict. Cambridge, Mass.: Harvard University Press.Google Scholar

Copyright information

© Plenum Publishing Corporation 1988

Authors and Affiliations

  • Jeffrey Z. Rubin
  • Frank E. A. Sander

There are no affiliations available

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