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| Author: | Fassina, N. E. |
| Title: | Constraining a principal's choice: outcome versus behavior contingent agency contracts in representative negotiations |
| Journal: | Negotiation Journal
2004 : JUL, VOL. 20:3, p. 435-459 |
| Index terms: | Negotiation Contracts |
| Language: | eng |
| Abstract: | Agency theory describes the viability of outcome and behaviour contingent contracts in principal-agent transactions. This article proposes that a principal's choice between the two contract forms in a representative negotiation is constrained by the conditions that led a principal to employ an agent. |
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