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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
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Full metadata record
| DC Field | | Value | | Language |
| dc.contributor.author | | Manzini, Paola | | en_US |
| dc.date.accessioned | | 2009-01-28T16:23:18Z | | - |
| dc.date.available | | 2009-01-28T16:23:18Z | | - |
| dc.date.issued | | 2002 | | en_US |
| dc.identifier.uri | | http://hdl.handle.net/10419/21536 | | - |
| dc.description.abstract | | In 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.iso | | eng | | en_US |
| dc.publisher | | | | en_US |
| dc.relation.ispartofseries | | IZA Discussion paper series 421 | | en_US |
| dc.subject.jel | | J5 | | en_US |
| dc.subject.jel | | C7 | | en_US |
| dc.subject.jel | | D74 | | en_US |
| dc.subject.ddc | | 330 | | en_US |
| dc.subject.keyword | | Stakeholders | | en_US |
| dc.subject.keyword | | bargaining | | en_US |
| dc.subject.keyword | | war of attrition | | en_US |
| dc.subject.stw | | Verhandlungstheorie | | en_US |
| dc.subject.stw | | Konflikt | | en_US |
| dc.subject.stw | | Lohnverhandlungen | | en_US |
| dc.subject.stw | | Öffentliches Interesse | | en_US |
| dc.subject.stw | | Theorie | | en_US |
| dc.title | | Divide et Impera: Negotiating with a Stakeholder | | en_US |
| dc.type | | Working Paper | | en_US |
| dc.identifier.ppn | | 346951038 | | en_US |
| dc.rights | | http://www.econstor.eu/dspace/Nutzungsbedingungen | | - |
| Appears in Collections: | | IZA Discussion Papers, Forschungsinstitut zur Zukunft der Arbeit (IZA)
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| dp421.pdf | | 440.04 kB | Adobe PDF |
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