Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/21536
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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 astrategic incentive to delay agreement in order to win the maximum concessions from one's opponents.en_US
dc.language.isoengen_US
dc.publisher|aInstitute for the Study of Labor (IZA) |cBonnen_US
dc.relation.ispartofseries|aIZA Discussion paper series |x421en_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.ppn844781290en_US
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungen-

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