What advantages can be realized by using agents to represent one's interests?
What will be an ideal response?
Several advantages can be realized by using agents to represent one's interests. First, agents usually have more
expertise in the negotiation process. Second, agents may have more information than the principal about certain
areas of expertise. Third, agents have access to networks of people and may have special influence in some
situations. Fourth, agents can provide emotional detachment and tactical flexibility. Fifth, because an agent does not
have the authority to make or accept offers, a principal can control the offers made or accepted by proxy. Finally,
agents can provide a face-saving buffer for principals.
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