What is a principal-agent relationship and how does it affect a negotiation?

See the following articles on an Agency relationship. 

• Agency Relationship
• Types of Principal in an Agency Relationship
• Methods of Forming a Principal-Agent Relationship
• Scope of a Principal-Agent Relationship
• Duties of a Principal to an Agent

Advantages of an Agency Relationship

Advantages of agents include:

Substantive knowledge 

Principals often identify agents who have a level of knowledge or expertise in the subject matter of the agency. Such expertise generally results in higher level of proficiency in the negotiation.

Networks and special influence 

Principals often seek out agents who have an existing network that will aid in the negotiation. The agents network allows her to exercise additional influence on the negotiation or the other party.

Emotional detachment 

Agents are less emotionally involved in the outcome of the negotiation. Emotion can often compromise logic and lead irrational decision making.

Ratification 

The principal can review the actions of the agent after the fact. If desirable, the principal can unilaterally accept any actions taken by the agent that are outside of her express authority.

Face-saving 

Mistakes or missteps by an agent can be disclaimed by the principal. This layer of separation may allow the principal to save face in the event of an unfortunate outcome.

Disadvantage of Using an Agent?

The disadvantages of agents include:

Shrinking ZOPA 

The agent will generally receive some form of compensation or remuneration for their services. This syphons away value from what is at stake in the underlying negotiation. Also, an agent may not have the unilateral authority to adjust target or reservation points. As such, the zone of potential agreement is reduced.

Incompatible incentive structure 

Often, principal-agent relationships are structured where the agents incentives conflict with the interests of the principal. That is, the agent will receive greater benefit by reaching a resolution that is not in the best interest of the principal.

Communication distortion and message tuning 

This concerns the way in which senders tailor communication of messages to fit specific recipients. The agent may not fully understand the principals objectives. Further, the method in which an agent delivers a message during negotiations may not fully align with the principals message.

Loss of control 

Employing an agent vests a level of authority to act on behalf of the principal. Any actions by the agent within her authority bind the principal. As such, the principal loses a level of control over the negotiation.

Agreement at any cost 

Agents may have the perverse incentive reach an agreement at any cost. When the function and objective of the agent is to reach an agreement with the other party, the agent may be unduly set on reaching an agreement rather than pursuing a more beneficial BATNA.

What are Some Tactics for Working with Agents?

The tactics for effectively working with agents, include:

Shopping Around 

All agents are not created the same. Find an agent that demonstrate the above-referenced benefits without identifiable disadvantages.

Understanding Power 

Knowing your BATNA before meeting with your agent. This will help you in delineating the authority and objectives of the agent. You may need to fully convey this to the agent when acting on your behalf. In other instances, you may need to convey your interests to your agent without giving away your BATNA. This reserves your power as the ultimate decision maker in the relationship.

Capitalizing on the agents expertise 

If the agent has a level of expertise, it is important to put this knowledge or skill to work. Be careful not to set limits on the agent that diminish the utility of these attributes.

Capitalizing on agents network 

Always attempt to tap into your agents sources of information. This is one of the greatest benefits that the agent brings to the relationship.

Discussing ratification 

Explain to your agent the limits of their authority. Let her know the extent of your willingness to ratify her actions if beyond the scope of her authority.

Using your agent to help save face 

An agent creates a layer of personal interaction between parties. As such, the principal can use this level of separation to avoid accepting responsibility for loss in the event of an undesired outcome.

Using your agent to buffer emotions 

Parties to a negotiation often get emotionally charged when interacting with the other party. The presence of emotion can lead to irrational decisions and actions. An agent is generally emotionally attached and can remain objective in such situations.

Related Topics

• What are multi-party negotiations and how do they affect the negotiation process?
• How does one manage the various stages of a multiparty negotiation?
• What are coalitions and how do they affect negotiations?
• What is a principal-agent relationship and how does it affect a negotiation?
• What is a constituent relationship and how does it affect negotiation?
• What are team negotiations and how do they affect the negotiation process?
• What are intergroup negotiations, and how do they affect a negotiation?