EconStor >
Forschungsinstitut zur Zukunft der Arbeit (IZA), Bonn >
IZA Discussion Papers, Forschungsinstitut zur Zukunft der Arbeit (IZA) >

Please use this identifier to cite or link to this item:

http://hdl.handle.net/10419/21536
  

Full metadata record

DC FieldValueLanguage
dc.contributor.authorManzini, Paolaen_US
dc.date.accessioned2009-01-28T16:23:18Z-
dc.date.available2009-01-28T16:23:18Z-
dc.date.issued2002en_US
dc.identifier.urihttp://hdl.handle.net/10419/21536-
dc.description.abstractIn many kinds of bilateral negotiations the resolution of the issues at stake has an impact which extends beyond the remits of the parties directly involved (e.g. labour negotiations in sectors of public interest, where a strike would impact on the public at large). Once this is recognised, negotiations ought to account for the interests of such stakeholder, whose stake is linked to the original negotiations. This interplay of different interests may introduce a strategic incentive to delay agreement in order to win the maximum concessions from one's opponents.en_US
dc.language.isoengen_US
dc.publisheren_US
dc.relation.ispartofseriesIZA Discussion paper series 421en_US
dc.subject.jelJ5en_US
dc.subject.jelC7en_US
dc.subject.jelD74en_US
dc.subject.ddc330en_US
dc.subject.keywordStakeholdersen_US
dc.subject.keywordbargainingen_US
dc.subject.keywordwar of attritionen_US
dc.subject.stwVerhandlungstheorieen_US
dc.subject.stwKonflikten_US
dc.subject.stwLohnverhandlungenen_US
dc.subject.stwÖffentliches Interesseen_US
dc.subject.stwTheorieen_US
dc.titleDivide et Impera: Negotiating with a Stakeholderen_US
dc.typeWorking Paperen_US
dc.identifier.ppn346951038en_US
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungen-
Appears in Collections:IZA Discussion Papers, Forschungsinstitut zur Zukunft der Arbeit (IZA)

Files in This Item:
File Description SizeFormat
dp421.pdf440.04 kBAdobe PDF
No. of Downloads: Counter Stats
Show simple item record
Download bibliographical data as: BibTeX

Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.