Kozina, Andrzej2014-04-152014-04-152007Organizacje komercyjne i niekomercyjne wobec wzmożonej konkurencji i rosnących wymagań konsumentów. Pod red. A. Nalepki. Nowy Sącz : WSB-NLU, 2007. - S. 223-23483-88421-54-9http://hdl.handle.net/11199/7542The paper aims at pointing out the possibilities of applying agency theory to the description and analysis of representation problem within corporate negotiations. Therefore the basic ideas of agency theory have been characterized at first. Then, by applying that theory the suggestions for solving two particular issues stemming from the representation problem in negotiations were discussed. Namely, the roles played by an agent in negotiations were described as well as the rules of delegating authority (commitment power) to the representative were presented.plUznanie autorstwa-Użycie niekomercyjne-Bez utworów zależnych 3.0 PolskabookPart